Prospect Smarter: Close Faster

Your time is valuable, don’t waste it.

The Atlantic Coast Lead Scoring System helps you identify and prioritize prospects with the highest potential for successful transactions. In the competitive business brokerage market, your time is your most valuable asset—this tool ensures you invest it wisely.

By systematically evaluating prospects across five critical dimensions—financial readiness, timing motivation, valuation expectations, owner involvement, and growth trajectory—you'll quickly identify which leads deserve immediate attention and which require nurturing or minimal investment.

Top brokers consistently outperform their peers not by working harder, but by working smarter. Use this proven system to focus your energy on qualified prospects, increase your close rate, and maximize your commission potential.

Atlantic Coast Lead Scoring System

Atlantic Coast Lead Scoring System

1. Financial Readiness
Selected score: 0
2. Timing Motivation
Selected score: 0
3. Valuation Expectations
Selected score: 0
4. Owner Involvement
Selected score: 0
5. Growth Trajectory
Selected score: 0
Probing Questions Reference Guide
  • "Can you share how you've tracked your business finances over the past 3 years?"
  • "Do you have separate business and personal accounts? For how long?"
  • "Who prepares your financial statements? How often are they updated?"
  • "Would you be able to provide audited financial statements or tax returns for the past 3 years?"
  • "How confident are you in the accuracy of your current financial records?"
  • "What's driving your decision to consider selling at this time?"
  • "Do you have a specific timeline in mind for completing a sale?"
  • "Are there any personal or business circumstances affecting your timeline?"
  • "If the right buyer came along tomorrow, would you be ready to move forward?"
  • "What would delay or accelerate your decision to sell?"
  • "Have you had a formal business valuation performed already?"
  • "What factors do you believe are most important in determining your business value?"
  • "Do you have a specific price range in mind? How did you arrive at that figure?"
  • "Are you familiar with typical industry multiples for businesses like yours?"
  • "Would you be open to a valuation analysis from our team to establish a market-based price?"
  • "How many hours per week are you personally involved in operations?"
  • "What specific roles and responsibilities do you currently handle?"
  • "If you were absent for 3 months, how would the business function?"
  • "Who makes key decisions when you're not available?"
  • "Have you documented your operational processes and key responsibilities?"
  • "How have your revenues and profits trended over the past 3-5 years?"
  • "What factors have contributed to your growth or decline?"
  • "Can you identify untapped growth opportunities for the business?"
  • "What are the main competitive challenges affecting your industry?"
  • "How has your customer base or market share changed in recent years?"