Internal Not for public distribution

Capital Authority Assessment™ Call Script

Follow this script exactly. The objective is to evaluate, score, and decide. This is not a sales call.

0–2 MIN

Opening Frame

"Thanks for being on time. I'm Cecil Jones Jr. This is the Capital Authority Assessment™. This is not a discovery call and it's not a general real estate conversation. This is a structured evaluation to determine whether you qualify for advisory access. I'm going to ask direct questions, score your position, and by the end we'll have a clear outcome. Sound good?"

If they say yes, continue.

"Good. One more thing: I'm going to be direct. I don't do fluff, I don't do hype, and I don't recommend strategies that don't fit your position. Let's begin."

2–3 MIN

Session Rules

"Here are the rules:
1) We stay on structure, not stories.
2) We focus on control, terms, and capital position.
3) I'm scoring five categories today.
4) At the end, you will receive one of three outcomes: private advisory eligible, lab eligible, or progression required.
Let's move."

3–8 MIN

Context Snapshot

Ask these questions and record answers:

Follow-up if vague: "Give me a number. What does success look like in dollars, units, or control?"

8–18 MIN

Category 1: Experience Depth (Score 1–10)

"I'm scoring experience depth. I'm looking for reps, not theory."

Questions:

  • • "Tell me your last three deals. Keep it tight: purchase terms, problem, solution, outcome."
  • • "Have you ever negotiated seller financing, lease options, subject-to, or any creative structure?"
  • • "Have you ever handled a distressed situation—title issues, liens, code violations, probate, or tax problems?"

Scoring Guide:

  • 1–3: Minimal reps, mostly theory
  • 4–6: Some deals, limited complexity
  • 7–8: Solid reps + some complexity
  • 9–10: Advanced reps + multiple creative/dysfunction situations
18–28 MIN

Category 2: Capital Position (Score 1–10)

"I'm scoring your capital position. This determines what you can realistically execute."

Questions:

  • • "Liquidity available right now—give me a range."
  • • "Credit tier—below 650, 650–700, 700–750, or 750+?"
  • • "Access to private capital—do you have it today, yes or no?"
  • • "Any major debt exposure or obligations that restrict you?"

Follow-up if no private capital: "Are you willing to build a private capital positioning system, or are you waiting on banks?"

Scoring Guide:

  • 1–3: No liquidity, weak credit, no access
  • 4–6: Some liquidity or credit, limited access
  • 7–8: Good capital position + options
  • 9–10: Strong liquidity + private capital access
28–38 MIN

Category 3: Strategic Maturity (Score 1–10)

"I'm scoring how you think. Strategy determines whether you scale or stall."

Questions:

  • • "Do you prioritize ownership or control—and why?"
  • • "What is your primary strategy for upgrading into multifamily: 2–4 units, 5–20 units, or both?"
  • • "What is your risk boundary? What do you refuse to do?"
  • • "How do you decide between a deal that pays today vs a deal that builds long-term wealth?"

Scoring Guide:

  • 1–3: Reactive, vague, tactic chasing
  • 4–6: Some clarity, inconsistent structure
  • 7–8: Clear strategy + boundaries
  • 9–10: Portfolio thinking + disciplined structure
38–48 MIN

Category 4: Negotiation Architecture (Score 1–10)

"I'm scoring your negotiation architecture. If you can't control conversations, you can't control terms."

Questions:

  • • "When a seller says 'I need more money,' what do you do first?"
  • • "When a seller says 'I'm not sure,' what do you do next?"
  • • "Do you negotiate price first or terms first—and why?"
  • • "Give me one example where you turned a 'no' into a structured 'yes.'"

Scoring Guide:

  • 1–3: Script-dependent, collapses under pressure
  • 4–6: Can negotiate but inconsistent
  • 7–8: Controls frame, handles objections
  • 9–10: Engineers terms calmly and repeatedly
48–55 MIN

Category 5: Implementation Discipline (Score 1–10)

"I'm scoring your execution discipline. This is where most people fail."

Questions:

  • • "How many seller or broker conversations are you having weekly?"
  • • "How many offers are you making weekly?"
  • • "Do you track your pipeline weekly—yes or no?"
  • • "Do you have protected time blocks for deal work—yes or no?"

Scoring Guide:

  • 1–3: Inconsistent, no cadence
  • 4–6: Some cadence, not tracked
  • 7–8: Weekly tracked cadence
  • 9–10: Machine-like weekly execution
55–60 MIN

Score Summary

Add five category scores (1–10 each). Total out of 50.

"Here's your Capital Position Score™ out of 50: [TOTAL].
Your strongest areas are: [TOP 1–2].
Your limiting constraints are: [BOTTOM 1–2].
Now I'm going to give you a clear outcome."

Outcome A — Private Advisory Eligible

"You qualify for private advisory eligibility. That doesn't mean automatic access—capacity is limited—but you qualify. If you want to proceed, the next step is a private enrollment conversation where I'll outline the advisory pathway and standards."

Outcome B — Capital Authority Lab™ Eligible

"You qualify for Capital Authority Lab™. This is a structured implementation cohort designed for execution. If you want access, the next step is a private enrollment conversation. I'll outline the structure and confirm fit."

Outcome C — Progression Required

"At this stage, your position is not aligned with advisory access. That's not a judgment—it's a structural reality. Here is what I recommend for the next 30–90 days, and then you can reapply."

Progression Prescription:

  • • Underwrite 10 deals in your target market
  • • Hold 10 terms-focused conversations
  • • Track offers weekly
  • • Build your capital positioning plan
  • • Return for re-evaluation after 30–90 days

"If you execute that, you will be in a different position. When you're ready, reapply."

Compliance Close

"Final note: Everything discussed today is educational and advisory guidance only. This is not legal advice, tax advice, or financial advice. Consult licensed professionals before making decisions."