CMG Sales Pipeline
HOAs and condo associations being courted. From Sunbiz cross-reference through proposal · contract · onboarding. Goal for 2026: net add 4 associations (current 18 → target 22). 6-stage qualification with realistic probability weights.
22Active opportunities
$284kWeighted ARR pipeline
2Won YTD
3Proposals out · awaiting decision
22 / 4Goal year-end
Pipeline by stage
1 · Identified
8
~$420k ARR potential
Magnolia Heights CondoTallahassee · 62 units · current mgr Lewis
Adams Place74 units · Sunbiz: officer turnover
Bull Run Estates184 units · landscape RFP open
+ 5 moresee list
2 · Outreach
6
$148k weighted
Twelve Oaks Tower96 units · BOD pres met at FL CAI Apr 12
Killearn Estates HOA1,840 units · partial scope discussion
St. Augustine Place58 units · email Apr 22 · awaiting reply
3 · Qualified
4
$84k weighted
Capital Square Townhomes II32 units · current mgr leaving
Pine Bluff Condo22 units · BOD met w/ Tizi May 1
4 · Proposal
3
$52k weighted
Capital Square Townhomes IIProposal sent Apr 28 · BOD vote May 22
Pine Bluff CondoProposal sent May 5 · interview May 14
Highland Park VillasRFP response · due May 30
5 · Contract
1
$18k weighted
Lakeside Manor HOAContract redline · target start Jul 1
Won YTD
2
$24k ARR added
Camellia OaksStarted Feb 1 · transition complete
Capital Square TownhomesStarted Mar 14 · ramping
Top opportunities · ranked by weighted value
Opportunity
Stage
ARR
Probability
Weighted
Close target
Highland Park Villas
128 units · current mgr Watson Realty · RFP open
proposal
$72k
60%
$43k
Jul 2026
Capital Square Townhomes II
32 units · sister-property to existing client
proposal
$24k
75%
$18k
Jun 2026
Pine Bluff Condo
22 units · referred by Plaza Tower owner
proposal
$18k
55%
$10k
Aug 2026
Twelve Oaks Tower
96 units · current mgr long-tenured · soft signal of dissatisfaction
qualified
$72k
25%
$18k
Q4 '26
Lakeside Manor HOA
42 units · contract redline w/ AGF · cert reciprocity issue
contract
$22k
80%
$18k
Jul 1, 2026
Magnolia Heights Condo
62 units · 72% reserve funded · Lewis termination Q3 likely
qualified
$48k
35%
$17k
Q4 '26 / Q1 '27
Adams Place
74 units · Sunbiz officer turnover Apr · vulnerable
outreach
$58k
15%
$9k
Q1 '27
Killearn Estates HOA
1,840 units · large · partial-scope possible (bookkeeping only)
outreach
$84k
10%
$8k
2027+
Why we're winning · win-loss themes
| Theme | Wins | Losses | Notes |
|---|
| Platform & transparency | +8 | 0 | Boards consistently say "you have a real system, not a shoebox" |
| Local Tallahassee references | +6 | −1 | Plaza Tower / Lakes referrals carry · 1 loss because we're "just Tallahassee" |
| Reserve discipline track record | +4 | 0 | 98% PT funding ratio impresses fiscal-minded boards |
| Price (we're not cheapest) | +1 | −4 | Lost 4 deals on price. Don't compete on lowest fee. |
| Bandwidth / staffing | 0 | −2 | Lost 2 because we said "we can't take you on for 6 months" |
| FL native vs. national | +5 | −1 | FL-statute fluency wins · sometimes lose to national for multi-state owners |
2026 plan
Q1 actual
2 won (Camellia Oaks · Capital Square Townhomes). Both via referrals from existing boards. $24k ARR added.
Q2 plan
Close Lakeside Manor · win 1 of 3 active proposals (60% probability per portfolio). Target $36k additional ARR.
Q3 plan
Pine Bluff · Capital Square II · pursue 2 of qualified-stage opportunities. Likely $24k ARR.
Q4 plan
Highland Park Villas (RFP), Magnolia Heights (transition window), Adams Place. $48k stretch.
Capacity gating
2 add per quarter is the responsible cap given current team. Net add 4 = healthy. 6+ would require hire.
2027 hiring trigger
If pipeline supports 6+ adds in 2026, hire 6th portfolio manager Q1 2027. Plan baked into Strategic Plan.
Replaces
The "we should grow" pep-talk with no tracking. The lost deal we forgot why we lost. The forecast that lives in the founder's head. The new client signed before anyone asked whether we have the bandwidth.
Tied to
Competitor targeting · Marketing · Strategic plan · Skill matrix (capacity) · Property micro-sites (proof) · Sentiment dashboard (references).
