Questionnaire Company Overview

Company Overview

Sales Strategy

Client Acquisition

Sales Team & Structure

Sales Process

Client Retention & Expansion

Past Sales Initiatives

Sales Forecasting & Reporting

Competitive Landscape

Future Growth & Expansion Plans

What are the current member counts in each of these peer groups?

What are the price points? How is billing handled (annual vs monthly)?

What are the CAGRs of each of these communities dating back 5 years?

Are there other revenue streams in this business? If so, are they one-time or recurring? Do you charge members additional fees to attend in-person events?

In the history of the business, are there any notable uptrends in net new member growth? Notable downtrends? What drove those scenarios?

TARGET ADDRESSABLE MARKET

How many real estate investors exist in the servable market?

Where are the current members located? Are there any non-US members?

What regions are you actively prospecting in? Are there trends (lots of members specifically in X city/state)?

Are there plans to expand the operating region of the org? If so, what’s the timeline?

TAM is TAM, ICP is ICP. How do you define your ideal client profile for this business? What is the ICP today?

What are the factors that play into how fast a deal closes in this org?

RETENTION RATES

What is the current client retention rate, and how is it measured?

What factors contribute to client churn?

What strategies are in place to improve retention?

How many new members were added in FY 2023? When they came in as leads, where did they come from?

CUSTOMER SUCCESS

Does the customer success team play a role in the sales process?

How does the sales team collaborate with customer success to ensure client satisfaction?

REVENUE TARGETS

What are the current revenue targets for each community?

How are these targets set, and who sets them?

How often are the revenue targets achieved?