CapSeriesX Sales Training Guide

📋 Sales Process Overview

🎯 Your Mission

Transform qualified prospects into successful CapSeriesX partners who close their first real estate deal within 90 days.

The Complete Journey

1

Lead Gen

Days 0-7

→

2

Cold Outreach

Days 0-7

→

3

Qualification

Days 7-14

→

4

First Meeting

Days 14-21

→

5

Follow-Up

Days 21-30

→

6

Application

Days 30-35

→

7

Onboarding

Days 35-125

Four Target Audiences

🏠 Real Estate Agents

Pain Point: Commission dependency, no recurring revenue

Market Size: 1.5M+ agents in US

Ideal Profile: 3+ years, $100K+ annual income

Primary Tier: GOLD ($10K)

Value Prop: Transform transactions into recurring asset management fees

💼 Syndicators

Pain Point: Operational burden, $200K+ overhead

Market Size: 50K+ active syndicators

Ideal Profile: 2+ deals completed, seeking to scale

Primary Tier: PLATINUM ($25K)

Value Prop: Cut overhead 85%, focus only on deals

💻 Tech Professionals

Pain Point: Age discrimination, career risk after 40

Market Size: 4M+ tech workers age 35-55

Ideal Profile: $100K+ salary, career concerns

Primary Tier: GOLD ($10K)

Value Prop: Build Plan B while still employed

🏗️ Builders/Developers

Pain Point: Capital constraints limit growth

Market Size: 140K+ US builders

Ideal Profile: 2+ projects/year, capital limited

Primary Tier: SILVER ($2.5K) or PLATINUM ($25K)

Value Prop: Tokenization = faster capital, build & hold

Success Metrics You'll Be Measured On

50+

New Leads Per Week

10+

Qualification Calls Per Week

3-5

First Meetings Per Week

2-3

New Partners Per Month

🎯 STAGE 1: Lead Generation

Objective

Find and build a list of 50+ qualified prospects per week across all four target audiences

Where to Find Leads (By Audience)

🏠 Real Estate Agents - Where to Find Them ▼

Primary Sources (Highest Quality):

Source	How to Access	Best For	Cost
LinkedIn Sales Navigator	Search: "real estate agent" + city, filter by 500+ connections	Active agents with professional presence	$99/mo
Zillow/Realtor.com	Browse agent profiles, scrape contact info	Top producers with reviews	Free
Local MLS Boards	Member directories (often public)	Licensed, active agents	Free
Instagram	Search #realestate #realestateagent, check bios	Marketing-savvy agents	Free
Facebook Groups	Join "Real Estate Professionals" groups by city	Engaged community members	Free

What Information to Collect:

Full Name
LinkedIn Profile URL
Email Address (find using Hunter.io or Apollo.io)
Phone Number (if available)
Brokerage Name
City/Market
Years in Business (from LinkedIn or bio)
Social Media Handles (Instagram, Facebook)

Pro Tip: Look for agents who post about "building wealth" or "passive income" - these are pre-qualified leads who already understand the value proposition.

💼 Syndicators - Where to Find Them ▼

Primary Sources:

Source	How to Access	Best For	Cost
LinkedIn	Search: "Real Estate Syndicator", "GP", "General Partner", "Multifamily Sponsor"	Active syndicators	$99/mo
BiggerPockets	Forum participants, podcast guests, member directory	Experienced operators	Free + $390/yr Pro
SEC.gov EDGAR	Search Form D filings for 506(b) and 506(c)	Active syndicators with deals	Free
Podcasts	Note guests on real estate investing shows	Thought leaders	Free
CRE Conferences	IMN, MBA CREF, apartment association events	Serious operators	$500-2000/event

Important: Syndicators are sophisticated. They need to see ROI immediately. Lead with "Cut your overhead from $265K to $31K" in all outreach.

💻 Tech Professionals - Where to Find Them ▼

Primary Sources:

Source	How to Access	Best For	Cost
LinkedIn Sales Navigator	Search: Job titles (Software Engineer, IT Manager, Product Manager) + Age filter 40-55	Target demographic	$99/mo
Layoff Lists	layoffs.fyi, TechCrunch layoff announcements	High urgency prospects	Free
Blind App	Anonymous tech worker forum - engage in career threads	Frustrated tech workers	Free
Hacker News	Comment on career/age discrimination threads	Thought leaders	Free
Tech Meetups	Meetup.com - attend local tech events	Networking opportunities	Free-$50

Trigger Events: Recent layoffs, company IPOs (sudden wealth), birthdays turning 40/45/50 (career reflection points)

🏗️ Builders/Developers - Where to Find Them ▼

Primary Sources:

Source	How to Access	Best For	Cost
LinkedIn	Search: "Real Estate Developer", "Builder", "General Contractor"	Professional builders	$99/mo
Building Permits	City/county permit offices (public records)	Active builders with current projects	Free
NAHB Directories	National Association of Home Builders member lists	Established builders	Membership req
Construction Trade Shows	International Builders Show, local builder expos	Growth-minded builders	$200-1000
Industry Publications	Builder Magazine, Professional Builder advertisers	Mid-size operations	Free

Key Qualifier: Look for builders doing 2-10 projects/year. Smaller = not enough volume, Larger = already have capital access.

Daily Lead Generation Goals

Activity	Daily Target	Weekly Target	Tools Needed
LinkedIn Profile Views	30-50	150-250	LinkedIn Sales Navigator
Leads Added to CRM	10-15	50-75	Google Sheets / HubSpot
Email Addresses Found	10-15	50-75	Hunter.io / Apollo.io
LinkedIn Connections Sent	20-30	100-150	LinkedIn (free limit: 100/week)

📧 STAGE 2: Cold Outreach

Objective

Get prospects to respond and engage in conversation. Target: 10-20% response rate.

Multi-Channel Outreach Strategy

Golden Rule: NEVER send the same message twice. Use 7-day sequence with different channels and angles. Persistence wins!

The 7-Day Outreach Sequence

Day	Channel	Action	Template Type
Day 0 (Monday AM)	LinkedIn	Send connection request with personalized note	Pain point or value hook
Day 0 (Monday PM)	Email	Send first cold email (if you have email)	Different angle than LinkedIn
Day 2 (Wednesday)	LinkedIn DM	If connection accepted, send message	Casual conversation starter
Day 2 (Wednesday)	Email	Follow-up email (different subject line)	Case study or social proof
Day 4 (Friday)	Instagram/Facebook	Send DM if they have active social presence	Super casual, compliment their work
Day 4 (Friday)	Phone	Call if you have phone number (leave voicemail)	Brief intro, mention LinkedIn outreach
Day 7 (Monday)	Email	Final "breakup" email	"Should I keep trying?" approach

LinkedIn Connection Request Templates

Real Estate Agent - Version 1 (Pain Point)

Hi [First Name], saw you're in real estate in [City]. Most agents I talk to are tired of the commission treadmill - would love to show you how to build recurring revenue. Worth a conversation?

Real Estate Agent - Version 2 (Curiosity)

[First Name], noticed you're with [Brokerage]. I work with top agents who want to transition from transactions to asset management. Curious if this could fit your goals?

Syndicator - Version 1 (Direct Value)

[First Name], I help syndicators cut their overhead from $265K to $31K while scaling deals. If operational burden is slowing you down, let's talk.

Tech Professional - Version 1 (Career Risk)

Hi [First Name], saw you're at [Company]. Many tech professionals 40+ are building Plan B careers in real estate asset management. Worth exploring for you?

Builder - Version 1 (Capital Solution)

[First Name], noticed you're building in [City]. If capital constraints are limiting your growth, I'd love to show you how tokenization can fund 5-10 projects vs. 2-3.

LinkedIn Limits: Maximum 100 connection requests per week. If you hit the limit, focus on email and DMs to existing connections.

Cold Email Templates

📧 Email Subject Lines (Test These)

For Agents:

"Quick question about your real estate business"
"From $180K to $340K: Agent transformation story"
"Tired of the commission treadmill?"

For Syndicators:

"Cut your syndication overhead 85%"
"Spending 60% of your time on operations?"
"How Michael scaled from 3 to 15 deals/year"

📧 Cold Email - Real Estate Agent (Version A)

Subject: Quick question about your real estate business

Hi [First Name],

I saw you're a top agent with [Brokerage] in [City].

Quick question: Have you ever thought about building recurring revenue from your clients instead of starting from zero every month?

I work with agents who transition from commissions to asset management fees - think 2% annually on $5M properties instead of one-time 3% on sales.

Sarah (agent in Dallas) went from $180K/year to $340K with this model while working the same hours.

Worth a 15-minute call to see if this could work for you?

Best,
[Your Name]
CapSeriesX Partnership Team
[Your Calendar Link]

Response Rate Benchmarks

Channel	Expected Response Rate	Quality of Leads	Notes
LinkedIn Connection Requests	30-50% accept	Medium	Acceptance ≠ interest, need follow-up DM
LinkedIn DMs (after connection)	10-20% reply	High	Warm-ish lead, good conversion potential
Cold Email	5-15% reply	Medium-High	Higher if personalized
Phone Calls	2-5% answer	Very High	Live conversation = strong signal
Instagram/Facebook DM	5-10% reply	Low-Medium	Very casual, low pressure

Success Formula: 50 leads/week × 7-day sequence × 15% overall response = 7-8 conversations/week. Keep this pipeline FULL at all times!

☎️ STAGE 3: Qualification Call

Objective

Determine if prospect is a good fit AND book First Meeting with qualified leads. Call duration: 15-20 minutes max.

Call Structure (Follow This Exactly)

Part 1: Opening (2 minutes)

YOU: "Hi [Name], this is [Your Name] from CapSeriesX. Thanks for taking the time to chat today. Did I catch you at a good time?"

[Wait for confirmation]

YOU: "Great! So just to set expectations, I have about 15 minutes blocked for us. My goal today is to learn about your situation, see if there's a potential fit with what we do, and if it makes sense, we'll schedule a deeper conversation. Sound good?"

[Get agreement]

YOU: "Perfect. Before I ask you questions, let me give you 30 seconds on what we do..."

[30-Second Pitch by Audience Type - Use appropriate one below]

30-Second Pitch - Real Estate Agents

"We help established real estate agents transition from commission dependency to recurring asset management income. Instead of earning 3% once when you sell a property, you can earn 2% annually for managing it as an investment. Agents we work with typically go from $150K-200K in commissions to $300K+ with asset management fees, working the same hours. We provide all the training, technology, and legal infrastructure to make this transition."

30-Second Pitch - Syndicators

"We help experienced syndicators scale without the operational burden. If you're spending 60% of your time on back-office, compliance, and investor relations instead of sourcing deals, we take all of that off your plate. Our partners cut their overhead from $200K-265K down to $31K while scaling from 3-5 deals to 15-20 deals per year. You focus only on what makes money: finding and closing deals."

30-Second Pitch - Tech Professionals

"We help tech professionals build a second career in real estate asset management while they're still employed. If you're 40+ and worried about age discrimination or layoffs, this gives you a path to $200K-300K annual income that doesn't depend on your tech job. You start part-time (10-15 hours/week), we provide all training and systems, and most people close their first real estate deal within 90 days. Think of it as career insurance."

30-Second Pitch - Builders

"We help builders raise capital faster through tokenization and transition from 'build and sell' to 'build and hold.' Instead of being limited to 2-3 projects because you need to bring 20-30% equity, you can tokenize and do 10+ projects while only co-investing 5-10%. Plus you earn recurring asset management fees instead of one-time profits. Builders we work with go from $7.5M over 10 years to $20M+ building the same number of projects."

Qualifying Questions (Ask ALL of these)

Real Estate Agent Qualifying Questions ▼

"How long have you been in real estate?"
Looking for: 3+ years (GOLD requirement)
"What's your average annual income from commissions?"
Looking for: $100K+ (means they can afford $10K investment)
"How many transactions do you close per year?"
Looking for: Consistency (12+ deals = stable producer)
"Have you ever invested in real estate yourself?"
Looking for: Understanding of investment vs. transactions
"What concerns you most about your current business model?"
Looking for: Awareness of commission dependency, market cycles, retirement concerns
"If you could build recurring revenue from your existing clients, would that interest you?"
Looking for: Strong YES (not "maybe")
"Do you have $10,000 available to invest in building this business?"
CRITICAL: If no, they're not qualified for GOLD. Offer BRONZE (free).

✅ QUALIFIED if: 3+ years, $100K+ income, understands investment, has capital, expresses strong interest

❌ DISQUALIFIED if: Less than $75K/year, brand new agent (under 2 years), satisfied with current model, no capital available

Syndicator Qualifying Questions ▼

"How many deals have you syndicated?"
Looking for: 2+ completed deals (track record)
"What's your total AUM (assets under management)?"
Looking for: $5M+ (means they're serious)
"What's your biggest operational challenge right now?"
Looking for: Back-office burden, compliance, investor relations, can't scale
"How much time do you spend on operations vs. deal sourcing?"
Looking for: 60%+ on operations (our sweet spot)
"What's your current annual overhead cost?"
Looking for: $150K+ (we can show massive savings)
"Have you considered partnering with another platform to scale?"
Looking for: Open-minded, not married to solo operation
"Would you be comfortable sharing economics if it meant zero operational burden?"
CRITICAL: If they want 100% control, offer Standalone package instead.

✅ QUALIFIED if: 2+ deals, operational pain, willing to partner, has overhead to cut

Tech Professional Qualifying Questions ▼

"What do you do in tech? What company and role?"
Looking for: Stable companies, mid-senior roles
"What's your current annual compensation?"
Looking for: $100K+ (means they can afford investment)
"Have you thought about career diversification or Plan B?"
Looking for: Awareness of career risk, proactive mindset
"How much time could you realistically dedicate per week (while keeping your tech job)?"
Looking for: 10-15 hours/week minimum
"Have you ever invested in real estate before?"
Not required, but shows familiarity
"What's your timeline for exploring alternatives to your tech career?"
Looking for: Within 6-12 months (not "someday")
"Do you have $10,000 available to invest in training and certification?"
CRITICAL qualifier

✅ QUALIFIED if: $100K+ salary, age 35-55, career concerns, has time & capital

Builder/Developer Qualifying Questions ▼

"How many projects do you complete per year?"
Looking for: 2-10 projects (sweet spot)
"What's your biggest constraint to growth?"
Looking for: "Capital" or "Equity requirements"
"How do you currently finance your projects?"
Looking for: Traditional bank debt, hard money (slow & expensive)
"Have you heard of real estate tokenization?"
Education opportunity if no
"Would you rather build and sell, or build and hold for recurring income?"
Looking for: Interest in holding (asset management model)
"If you could raise capital in 30-45 days instead of 60-90, would that help you do more projects?"
Looking for: Strong YES
"Which appeals more: Getting development fees for building our projects (SILVER), or partnering on your own projects (PLATINUM)?"
Helps determine tier fit

✅ QUALIFIED if: 2-10 projects/year, capital constrained, growth-minded, open to new financing models

Closing the Qualification Call

If QUALIFIED → Book First Meeting

YOU: "Based on everything you've shared, [Name], I think there's a really strong fit here. What I'd like to do is schedule a 45-minute session where I can show you exactly how this works, walk through the economics, and answer all your questions in detail. I'll send you our First Meeting deck beforehand so you can review it. Does [Day/Time] work for you?"

[Book the meeting, send calendar invite immediately]

Follow-up email within 5 minutes of hanging up:

"Hi [Name], great talking with you! Here's the Zoom link for our meeting on [Date/Time]. I'm also attaching a preview of what we'll cover. Looking forward to it!"

If NOT QUALIFIED → Polite Exit

YOU: "Thanks so much for your time, [Name]. Based on what you've shared, I don't think this is the right fit for you right now. [Explain why - be honest]. I'll add you to our newsletter so you can stay updated on what we're doing, and feel free to reach out in the future if things change. Best of luck!"

[Add to nurture email list]

Qualification Call KPIs

Metric	Target	What It Means
Qualification Calls per Week	10-15	Healthy pipeline from outreach
Qualification Rate	50-70%	Good targeting in lead gen
First Meetings Booked	5-10/week	Strong conversion from qualification
No-Show Rate	Under 20%	Good pre-meeting engagement

🎯 STAGE 4: First Meeting

Objective

Present the opportunity, overcome objections, and get commitment to apply. Meeting duration: 45-60 minutes.

Pre-Meeting Preparation (Critical!)

⚠️ NEVER go into a First Meeting unprepared! Review the prospect's background, their qualification call notes, and their specific pain points. Personalize the presentation.

24 Hours Before Meeting - Send This Checklist:

Confirmation email with Zoom link

Link to preview First Meeting deck (HTML version)

Brief agenda of what you'll cover

Ask them to prepare 2-3 questions

Remind them to block full 60 minutes (no interruptions)

Meeting Structure (Follow This Religiously)

Time	Section	What to Do	Key Points
0-5 min	Introduction	Build rapport, set agenda, confirm their time	Get them comfortable, establish authority
5-15 min	Discovery	Deep dive on their situation, pain points, goals	Listen 80%, talk 20%. Take notes!
15-40 min	Presentation	Walk through First Meeting deck (HTML version)	Use click-to-reveal, pause for questions
40-50 min	Q&A	Answer questions, handle objections	Address concerns directly, no BS
50-60 min	Close	Get commitment, explain next steps	Ask for the application TODAY

Opening Script (First 5 Minutes)

The Perfect Opening

YOU: "Hi [Name]! Great to see you. How are you doing today?"

[Small talk for 60 seconds - build rapport]

YOU: "So, we have about 45-60 minutes together. Here's what I'd like to cover:

First, I want to dig deeper into your situation and goals
Then I'll walk you through exactly how CapSeriesX works
We'll look at the economics and what this could mean for you specifically
Then plenty of time for your questions
And finally, if it's a fit, we'll talk about next steps

Sound good?"

[Get agreement]

YOU: "Perfect. So tell me, what got you interested in talking to us in the first place?"

[Let them talk. This is CRITICAL intelligence.]

Discovery Questions (Minutes 5-15)

Questions to Ask (Pick 5-7 based on audience)

For ALL Audiences:

"What's working well in your current business/career?"
"What's not working as well as you'd like?"
"Where do you see yourself in 3-5 years?"
"What would need to happen for you to make a change?"
"Have you explored other alternatives? What did you find?"

For Real Estate Agents, ADD:

"How do you feel about being 100% dependent on commissions?"
"What happens to your income if the market slows down?"
"Do your clients ever ask you about investment properties?"

For Syndicators, ADD:

"What percentage of your time goes to operations vs. deal sourcing?"
"If you could focus ONLY on deals, how many more could you close per year?"
"What's your annual overhead cost right now?"

🎯 Discovery Golden Rule: The more they talk, the better. Your job is to LISTEN and take notes. You'll use their exact words in the presentation to show how you solve their specific problems.

The Presentation (Minutes 15-40)

Using the HTML Presentation Decks

We have 4 audience-specific HTML presentations ready:

✅ Real Estate Agent First Meeting (18 slides)
✅ Syndicator First Meeting (18 slides)
✅ Tech Professional First Meeting (6 slides)
✅ Builder/Developer First Meeting (12 slides)

Location: All decks are in the outputs folder. Share your screen and click through using progressive reveal.

⚠️ Presentation Mistakes to AVOID:

❌ Reading the slides word-for-word (boring!)
❌ Going too fast (pause after each reveal)
❌ Not checking if they have questions
❌ Skipping slides because "they probably know this"
❌ Forgetting to tie back to THEIR specific situation

How to Present Each Slide

STEP 1: Click to reveal first point

STEP 2: Explain it in YOUR words (don't just read)

STEP 3: Connect to their situation: "Remember you mentioned [their pain point]? This is exactly how we solve that."

STEP 4: Pause and ask: "Does that make sense? Any questions on this?"

STEP 5: Only move to next point when they confirm understanding

Common Objections & How to Handle Them

💰 "This is expensive" / "I don't have $10K-25K" ▼

How to Respond:

YOU: "I totally understand. Let me put this in perspective. You mentioned you're earning [their current income]. With our model, the average partner recoups their investment on their first deal, which happens within 90 days. After that, you're in pure profit mode."

Alternative options:

For Agents/Tech Pros: "We also have the BRONZE tier which is completely free. You can test the model, go through the intro training, and upgrade to GOLD when you're ready."
For Builders: "We have SILVER at $2,500 which is much more accessible. You earn dev fees on our projects without raising capital yourself."
Payment Plans: "We can also discuss a payment plan - $5K now, $5K in 30 days."

Key Point: Reframe from COST to INVESTMENT. Show the ROI on first deal.

⏰ "I don't have time for this" ▼

How to Respond:

YOU: "Great question. Let me break down the time commitment:

Month 1: 10-15 hours/week for training (you can do this evenings/weekends)
Month 2-3: 15-20 hours/week while you source your first deal
After that: Most partners spend 10-15 hours/week ongoing, and many keep their current job/business

The real question is: Can you afford NOT to build this? Because right now you're trading time for money in a model that doesn't scale. This gives you leveraged income that compounds."

Reframe: "You're busy because your current model REQUIRES you to be busy. This model breaks that cycle."

🤔 "I need to think about it" / "I need to talk to my spouse" ▼

How to Respond:

YOU: "Absolutely, this is a significant decision and I'd never want you to rush into it. Can I ask - what specifically do you need to think about? Is it the investment amount, the time commitment, or something else?"

[Let them answer - this reveals the REAL objection]

If they say "talk to spouse":

YOU: "That makes total sense. Would it help if we scheduled a follow-up call where your spouse can join? I'm happy to walk through everything again and answer their questions directly. How does [specific date/time] work for both of you?"

⚠️ Don't let "I need to think" become "ghosting"
Always schedule a specific follow-up call BEFORE you hang up. Never leave it as "I'll get back to you."

❓ "How is this different from [competitor/other opportunity]?" ▼

How to Respond:

YOU: "Good question. What do you know about [competitor]?"

[Let them explain - don't bash competitors]

YOU: "Here's what makes us different:

1. Tokenization Technology: We're the only platform that uses blockchain tokenization for fractional ownership. This gives investors liquidity and lets you raise capital faster."
2. Complete Infrastructure: We provide legal, compliance, technology, AND ongoing support. You're not building this alone."
3. Multiple Paths: We have 4 tiers so you can choose the right fit - not one-size-fits-all."
4. Partnership Approach: We succeed when you succeed. We're invested in your first deal within 90 days, not just taking your money and disappearing."

😰 "What if this doesn't work for me?" ▼

How to Respond:

YOU: "I appreciate your honesty. Let me address that directly:

First, we have an 85% success rate - meaning 85% of partners close their first deal within 90 days. The 15% who don't usually fall into two categories: they didn't complete the training, or life circumstances changed."

Second, we have accountability systems in place to PREVENT failure:

Weekly activity reports (required)
Bi-weekly 1:1 coaching calls
30-60-90 day checkpoints
If you fall behind, we increase support immediately

Third, we're so confident in the model that if you complete all training and follow the system, we'll work with you until you close that first deal."

Key Message: "This only doesn't work if you don't work. If you're committed, we're committed."

The Close (Minutes 50-60)

Assumptive Close (Best for Hot Prospects)

YOU: "So based on everything we've discussed, [Name], it sounds like [GOLD/PLATINUM/etc] is the right fit for you. The next step is to submit your application - I can send you that link right now. Usually takes about 15 minutes to complete. Can you get that done today?"

[If YES → Send link immediately, schedule follow-up for tomorrow]

[If hesitation → Identify remaining objection and address]

Trial Close (For Warm Prospects)

YOU: "On a scale of 1-10, where 10 is 'absolutely ready to move forward' and 1 is 'not interested at all,' where are you right now?"

[If 7+] → YOU: "Great! What would it take to get you to a 10?"

[If 4-6] → YOU: "What would need to change to get you to a 7 or 8?"

[If 1-3] → YOU: "Thanks for your honesty. Sounds like this isn't the right fit. Can I ask what the main concern is?"

Meeting Outcomes & Next Actions

Outcome	What It Means	Immediate Action	Follow-Up
🔥 HOT	Ready to apply NOW	Send application link immediately after call	Email tomorrow: "Did you complete it?"
🌡️ WARM	Interested, needs time	Schedule follow-up call in 3-5 days	Send "Think It Over" email sequence
❄️ COLD	Not interested	Thank them, ask for referrals	Add to long-term nurture list
🤔 OBJECTION	Specific concern blocking them	Send targeted content addressing concern	Follow up in 2 days: "Did this help?"

🎯 First Meeting Success Rate Target

Goal: 40-60% of First Meetings should result in applications submitted within 7 days

If you're below 40%, you're either:

Meeting with unqualified prospects (fix your qualification)
Not handling objections well (study objection scripts more)
Not closing assertively enough (practice the close)

📨 STAGE 5: Post-Meeting Follow-Up

Objective

Convert warm leads into applications through systematic follow-up. Most sales happen in the follow-up, not the first meeting!

⚠️ Critical Truth: 80% of sales happen after the 5th follow-up, but 44% of salespeople give up after the 1st follow-up. BE PERSISTENT!

The Three Follow-Up Sequences

SEQUENCE A: Hot Leads (Ready to Apply)

Timeline: 7 days • Goal: Get application completed

Day	Email	Subject Line	Purpose
0 (same day)	Application Link	"Next Steps: Your CapSeriesX Application"	Send application immediately
1	Check-In	"Quick question about your application"	Make sure they received it, offer help
3	Success Story	"How [Name] went from application to first deal in 82 days"	Build excitement, show it's real
5	Address Concern	"The #1 question we get at this stage"	Pre-empt objections
7	Urgency	"Your spot is reserved for 48 hours"	Create decision deadline

SEQUENCE B: Warm Leads (Thinking It Over)

Timeline: 14 days • Goal: Move to HOT or disqualify

Day	Email	Subject Line	Purpose
1	Meeting Recap	"Great talking with you today"	Summarize key points, provide resources
3	Answer Question	"Following up on your question about [topic]"	Address specific concern they raised
5	ROI Calculator	"Your personalized income projection"	Send customized financial model
7	Case Study	"[Relevant peer] story you'll relate to"	Social proof from similar background
10	FAQ	"Common questions at this stage"	Address typical hesitations
12	Follow-Up Call	"Let's schedule 15 minutes to talk"	Book second conversation
14	Decision Time	"Where are you leaning?"	Force yes/no decision

SEQUENCE C: Objection-Specific

Use when they have a specific blocking concern

⏰ "I don't have time" Sequence ▼

Day 0: "Time commitment breakdown" (show exact hours by phase)
Day 2: "How [Name] built this while working 60 hours/week at [Company]"
Day 4: "The 10-hour/week model" (case study of part-time success)

👥 "Need to talk to spouse" Sequence ▼

Day 0: "Resources to share with your spouse" (FAQ doc, presentation deck)
Day 2: "Would you like to schedule a call together?" (offer joint consultation)
Day 4: "Couples who built this together" (family success stories)

💰 "Don't have capital" Sequence ▼

Day 0: "Payment plan options" (break down the investment)
Day 2: "Start with BRONZE (free)" (no-risk entry point)
Day 4: "How to finance your partnership investment" (options)

Follow-Up Best Practices

✅ DO:

✓ Provide value in every email (not just "checking in")
✓ Reference specific things they said in the meeting
✓ Use different subject lines each time
✓ Include clear call-to-action
✓ Follow up even if they don't respond
✓ Track every interaction in CRM

❌ DON'T:

✗ Send "Just checking in" emails (lazy!)
✗ Give up after 2-3 follow-ups
✗ Be pushy or desperate
✗ Send same email to everyone
✗ Forget to set follow-up reminders

When to Stop Following Up

The "Breakup Email" (After 14-21 days)

Subject: "Should I keep trying?"

Hi [Name],

I've reached out a few times since our conversation and haven't heard back.

I'm going to assume this isn't a priority for you right now, and that's totally fine - timing matters!

I'll stop reaching out, but if anything changes in the future, you know where to find me.

Best of luck with everything,
[Your Name]

Pro Tip: This email often gets a response! People feel bad "ghosting" and will finally tell you yes or no.

📝 STAGE 6: Application & Interview

Objective

Review application, conduct final interview, approve/decline partnership, and close the deal.

Application Review Process

Day	Action	Who	Deliverable
0	Application submitted	Prospect	Auto-confirmation email sent
0-1	Background check initiated	You/Admin	Screening in progress
1-2	Application review	You/Manager	Approve/Conditional/Decline decision
2-3	Interview scheduled	You	Calendar invite sent
3-5	Final interview conducted	You	Final decision made
5	Partnership agreement sent	Admin	DocuSign + payment link

Application Review Checklist

Before Scheduling Interview, Verify:

Application is complete (all fields filled)

Meets tier requirements (experience, income, etc.)

Background check is clean

Contact information is valid

References provided (if required)

No red flags in application responses

The Interview Call (30-45 minutes)

Interview Structure

Part 1: Verify Information (10 min)

"I've reviewed your application. Let's verify a few details..."
Confirm: Experience level, current income, investment capacity
Ask about any unclear answers in application

Part 2: Assess Fit (15 min)

"What's your #1 goal with this partnership?"
"On a scale of 1-10, how committed are you to closing your first deal in 90 days?"
"What concerns do you have, if any?"
"Have you discussed this with your spouse/family?"

Part 3: Tier Selection (10 min)

"Based on our conversation, I think [TIER] is the best fit for you because..."
Review tier benefits, economics, and commitments
"Does that align with what you were thinking?"

Part 4: Next Steps (5 min)

If approved: "Great! Here's what happens next..."
Explain agreement signing process
Explain payment process
Set expectations for onboarding

Decision Outcomes

✅ APPROVED - What Happens Next ▼

Immediate Actions:

Send congratulations email with next steps
Send partnership agreement via DocuSign
Send payment link (Stripe/wire instructions)
Schedule orientation call (within 3-5 days)
Add to partner Slack/communication channel

📧 Approval Email Template

Subject: Welcome to CapSeriesX Partnership Program!

Hi [Name],

Congratulations! Your application has been approved for our [TIER] Partnership.

Next Steps:

Sign your partnership agreement (link below)
Complete payment (link below)
Join our partner portal
Attend orientation call on [Date/Time]

Partnership Agreement: [DocuSign Link]
Payment Portal: [Stripe Link]

Welcome to the team!
[Your Name]

⏸️ CONDITIONAL APPROVAL - Need More Info ▼

Common Reasons for Conditional:

Need to verify employment/income
Missing references
Background check needs clarification
Uncertain about tier selection

📧 Conditional Approval Email

Subject: Your CapSeriesX Application - Additional Information Needed

Hi [Name],

Thank you for your application. We'd like to move forward, but need a bit more information:

[List specific items needed]

Can you provide this by [Date]? Once we have it, we'll finalize your approval.

Thanks,
[Your Name]

❌ DECLINED - How to Handle Rejection ▼

Common Reasons for Decline:

Doesn't meet tier requirements
Background check issues
Not a good culture fit
Unrealistic expectations

📧 Decline Email (Professional & Kind)

Subject: Your CapSeriesX Application Status

Hi [Name],

Thank you for your interest in CapSeriesX and for taking the time to apply.

After careful review, we've decided not to move forward with your application at this time. [Brief, honest reason - e.g., "We're looking for applicants with 3+ years of experience in real estate"].

This doesn't mean you won't be a good fit in the future. We encourage you to [alternative path - e.g., "gain more experience and reapply in 12-18 months"].

We wish you the best in your real estate journey.

Best regards,
[Your Name]

Payment & Agreement Process

Payment Options

Credit Card: Via Stripe (instant approval)
Wire Transfer: 1-3 day processing
Payment Plan: 50% now, 50% in 30 days (if approved)

⚠️ Important: Partnership agreement must be signed AND payment received before onboarding begins. No exceptions!

🚀 STAGE 7: Onboarding & Partner Success

Objective

Guide new partner from Day 0 to first deal closed within 90 days. Your job doesn't end at the sale - it's just beginning!

The 90-Day Onboarding Journey

Success Metric: 85% of partners should close their first deal within 90 days. If your partners aren't hitting this, YOU need to improve your support.

Your Role as Partner Success Manager

Phase	Your Responsibility	Frequency	Key Actions
Days 0-30	Intensive Support	2x/week check-ins	Platform setup, training started, first coaching call
Days 31-60	Training Completion	1x/week check-ins	Certifications passed, deal pipeline building
Days 61-90	Deal Execution	Bi-weekly check-ins	First deal submitted, capital raising, closing
Days 90+	Ongoing Support	Monthly check-ins	Scaling to multiple deals, performance reviews

Critical Touchpoints (Never Miss These!)

Required Partner Touchpoints:

Day 0: Welcome email + platform access credentials sent

Day 2: Orientation call scheduled (introduce platform, set expectations)

Day 7: First 1:1 coaching call (review progress, address questions)

Day 14: Training progress check (should be 25% through curriculum)

Day 30: 30-day checkpoint (foundation certified, clear goals set)

Day 60: Certification deadline (all 3 exams passed)

Day 75: Deal pipeline review (2-3 properties identified)

Day 90: First deal submission (or clear timeline if delayed)

Day 120: First deal closed celebration!

Weekly Activity Reports (Partners Submit Every Monday)

What Partners Must Report Weekly:

✓ Properties reviewed (target: 5+ per week)
✓ Investor conversations (target: 10+ per week)
✓ Training hours completed
✓ Certification progress
✓ Deals in pipeline with status
✓ Challenges/blockers
✓ Support needed

What to Do When Partners Fall Behind

🟡 Yellow Flag: Missing 1 Weekly Report ▼

Action:

Send reminder email same day: "I didn't receive your weekly report. Everything OK?"
If no response in 24 hours: Send text/call
Get them back on track with encouragement

🟠 Orange Flag: Behind on Training (Day 30 Check) ▼

Action:

Schedule immediate 1:1 call: "Let's figure out what's blocking you"
Identify issue: Time? Overwhelmed? Confused?
Create action plan: "Let's aim for 3 hours this week on Module X"
Daily check-ins for 1 week until back on track

🔴 Red Flag: Day 60 - Not Certified ▼

Action:

Escalate to management: "Partner is at risk of not succeeding"
Have serious conversation: "Are you still committed to this?"
Options:

Extended timeline with intensive support
Pause partnership (refund eligibility discussion)
Downgrade tier (if they're overwhelmed)

Decision Point: If they're not certified by Day 75, they likely won't close a deal by Day 90. Intervention required!

Celebrating Wins (Critical for Motivation!)

🎉 Celebrate These Milestones Publicly:

✓ First certification passed → Slack announcement
✓ All 3 certifications complete → Email to all partners
✓ First property submitted → Team celebration
✓ First capital raised → Case study feature
✓ First deal closed → Major celebration + bonus/gift

Why? Public recognition motivates the partner AND shows other partners what's possible. Everyone wins!

When Partners Want to Quit

The "Thinking of Quitting" Conversation

PARTNER: "I'm thinking this isn't for me. I want to quit."

YOU: "I appreciate you being honest with me. Before we talk about quitting, can I ask - what specifically is making you feel this way?"

[Listen. Really listen. Don't interrupt.]

YOU: "Okay, I hear you. Here's what I know: You're at [Day X]. You've completed [accomplishments]. You're [X%] of the way there. Most people who quit do it right before they succeed."

YOU: "Can I propose something? Let's give this 2 more weeks with a specific plan. If after 2 weeks you still feel the same way, I'll support whatever you decide. Fair?"

[If they agree, create VERY specific action plan with daily check-ins]

Success Rate: 70% of partners who "want to quit" end up succeeding if you intervene with support and clear plan.

Your Success Metrics as Partner Manager

Metric	Target	What It Measures
Partner Certification Rate	90%+	Training effectiveness
First Deal Close Rate (90 days)	85%+	Overall program success
Weekly Report Submission	95%+	Partner engagement
Partner Satisfaction Score	8+/10	Support quality
Partner Retention (6 months)	80%+	Long-term success

💡 Remember:

Your success is measured by THEIR success. If you close 10 partners but only 3 succeed, you've failed. If you close 5 partners and all 5 thrive, you've won.

Quality > Quantity. Always.

📊 KPIs & Performance Metrics

Your Weekly Scorecard

Activity	Target	Minimum Acceptable	Excellence
New Leads Added to CRM	50	30	75+
Cold Outreach Messages Sent	100	50	150+
Responses Received	10-15	5	20+
Qualification Calls Completed	10	5	15+
First Meetings Scheduled	5	3	8+
First Meetings Completed	4	2	6+

Monthly Targets

200+

New Leads Generated

40+

Qualification Calls

15+

First Meetings

2-3

New Partners Closed

🎯 Your Success Formula

200 Leads → 40 Calls → 15 Meetings → 3 Partners = $40K-75K in Partnership Fees

This is a numbers game. More activity at the top = more partners at the bottom. Every single time.

CapSeriesX Sales Training Guide

Quick Navigation

📋 Sales Process Overview

🎯 Your Mission

The Complete Journey

Four Target Audiences

🏠 Real Estate Agents

💼 Syndicators

💻 Tech Professionals

🏗️ Builders/Developers

Success Metrics You'll Be Measured On

🎯 STAGE 1: Lead Generation

Objective

Where to Find Leads (By Audience)

Primary Sources (Highest Quality):

What Information to Collect:

Primary Sources:

Primary Sources:

Primary Sources:

Daily Lead Generation Goals

📧 STAGE 2: Cold Outreach

Objective

Multi-Channel Outreach Strategy

The 7-Day Outreach Sequence

LinkedIn Connection Request Templates

Real Estate Agent - Version 1 (Pain Point)

Real Estate Agent - Version 2 (Curiosity)

Syndicator - Version 1 (Direct Value)

Tech Professional - Version 1 (Career Risk)

Builder - Version 1 (Capital Solution)

Cold Email Templates

📧 Email Subject Lines (Test These)

📧 Cold Email - Real Estate Agent (Version A)

Response Rate Benchmarks

☎️ STAGE 3: Qualification Call

Objective

Call Structure (Follow This Exactly)

Part 1: Opening (2 minutes)

30-Second Pitch - Real Estate Agents

30-Second Pitch - Syndicators

30-Second Pitch - Tech Professionals

30-Second Pitch - Builders

Qualifying Questions (Ask ALL of these)

Closing the Qualification Call

If QUALIFIED → Book First Meeting

If NOT QUALIFIED → Polite Exit

Qualification Call KPIs

🎯 STAGE 4: First Meeting

Objective

Pre-Meeting Preparation (Critical!)

24 Hours Before Meeting - Send This Checklist:

Meeting Structure (Follow This Religiously)

Opening Script (First 5 Minutes)

The Perfect Opening

Discovery Questions (Minutes 5-15)

Questions to Ask (Pick 5-7 based on audience)

The Presentation (Minutes 15-40)

Using the HTML Presentation Decks

⚠️ Presentation Mistakes to AVOID:

How to Present Each Slide

Common Objections & How to Handle Them

How to Respond:

How to Respond:

How to Respond:

How to Respond:

How to Respond:

The Close (Minutes 50-60)

Assumptive Close (Best for Hot Prospects)

Trial Close (For Warm Prospects)

Meeting Outcomes & Next Actions

🎯 First Meeting Success Rate Target

📨 STAGE 5: Post-Meeting Follow-Up

Objective

The Three Follow-Up Sequences

SEQUENCE A: Hot Leads (Ready to Apply)

SEQUENCE B: Warm Leads (Thinking It Over)

SEQUENCE C: Objection-Specific

Follow-Up Best Practices

✅ DO:

❌ DON'T: