\u00A7 01Scoring dimensions
Scoring model · weights and method6 dimensions · 100% total
| Dimension | Weight | How it is scored |
|---|---|---|
| Medical Category Fit | 30% | Match against the eleven target tenant profiles. Med spa, urgent care, orthopedic = highest. Chiro and PT carry market-saturation discounts. |
| Decision-Maker Authority | 20% | Practice Owner or MD = 100. Office Manager = 70. Staff member = 30. |
| Space Need Alignment | 15% | Needs 2,000–10,500 SF = 100. Below 1,500 SF or above 15,000 SF = 30. |
| Geographic Proximity | 15% | Within 5 mi = 100. Within 15 mi = 70. Within 25 mi = 50. Beyond 25 mi = 20 (unless a national chain). |
| Financial Capacity | 10% | Revenue above $2M or multi-physician = 100. Solo practice = 60. Startup = 30. |
| Data Completeness | 10% | Email, phone, and LinkedIn = 100. Email only = 60. No direct contact = 20. |
Why these weights
Sixty-five percent of every score is the practice itself — its category, its decision-maker, and its space need. Geography and finances trim the rest. Data completeness is the smallest lever because it can be remediated; the others cannot.
\u00A7 02Priority tiers
Priority tiers · Hot to Monitor4 tiers
| Tier | Score | Target count | Action |
|---|---|---|---|
| A · Hot | 80–100 | 15–25 | Personal call, email, and LinkedIn InMail. Same-week follow-up. |
| B · Warm | 60–79 | 30–50 | Personalized 5-touch email sequence. LinkedIn connection request. |
| C · Nurture | 40–59 | 50–75 | Automated drip. LinkedIn audience for ad targeting. |
| D · Monitor | 20–39 | 75+ | Property newsletter. Retargeting audience. Awareness only. |
Action thresholds
Tier A is the only cohort that gets human time on the first touch. Everything else runs through sequencing software until a response moves it up. Promote on response signal, not seniority.
\u00A7 03Medical category fit scores
Med Spa / Aesthetic Medicine
95
Urgent Care / Walk-In
90
Orthopedic / Sports Medicine
85
Dental / Orthodontic (DSO/Group)
85
Behavioral Health / Counseling
80
Medical Lab / Imaging
80
Specialty Medical (Derm/ENT/Allergy)
75
Pharmacy / Compounding
70
Medical Staffing / Home Health
65
Optometry
60
Physical Therapy
55
Chiropractic
50
Dental (Solo GP)
50
Veterinary
40
Category fit rationale14 categories
| Category | Score | Rationale |
|---|---|---|
| Med Spa | 95 | Highest demand gap. Zero competition on the corridor. Demographics support elective spend. |
| Urgent Care | 90 | Underserved corridor. High visibility drives walk-in volume. National chains expanding. |
| Orthopedic | 85 | Low supply in corridor. Active suburban population. Existing CRM contact at Orthopedic Health KC. |
| Dental DSO | 85 | Modern plumbing reduces buildout cost. Demographics support dental spend. |
| Behavioral Health | 80 | National provider shortage. Telehealth-satellite hybrid model. Privacy-friendly building. |
| Medical Lab / Imaging | 80 | Adjacent medical cluster creates referral pipeline. Modern electrical capacity. |
| Specialty Medical | 75 | Growing suburban population. Underserved relative to south JoCo. |
| Pharmacy / Compounding | 70 | Adjacent medical cluster creates Rx volume. No competitor on corridor. |
| Medical Staffing | 65 | Administrative office only. I-29 access works for dispatch. |
| Optometry | 60 | Northland Eye Specialists already on corridor — referral synergy possible but market served. |
| Physical Therapy | 55 | Three competitors within 2 miles. Consolidation opportunity exists. |
| Chiropractic | 50 | Five-plus competitors within 2 miles. Low differentiation potential. |
| Dental Solo | 50 | Solo dental unlikely to purchase a 10,500 SF building. |
| Veterinary | 40 | B3-3 may not permit. Not core medical. |
\u00A7 04Pipeline stages
Pipeline stages · Identified to Closed8 stages
| Stage | Key | Action / definition |
|---|---|---|
| Identified | identified | Found via scrape or search. No outreach yet. |
| Contacted | contacted | First outreach sent (email or LinkedIn). Awaiting response. |
| Responded | responded | Prospect replied. Conversation active. |
| Tour Scheduled | tour_scheduled | Property tour booked. |
| Proposal Sent | proposal_sent | LOI or purchase proposal delivered. |
| Under Contract | under_contract | Deal signed. In due diligence. |
| Closed | closed | Transaction complete. |
| Lost | lost | Prospect passed. Reason logged. |
\u00A7 05Qualification questions
- 1What type of medical practice do you operate? (specialty, size, patient volume)
- 2How many providers and staff are in your group?
- 3Are you currently leasing or do you own your facility?
- 4What size space do you need? (square footage, rooms, treatment areas)
- 5What is your timeline for a move or expansion? (0–6 months, 6–12 months, 12+ months)
- 6Have you considered owning your practice real estate?
- 7What is your monthly rent or occupancy cost currently?
- 8Do you have specialized buildout requirements? (X-ray, procedure rooms, clean rooms, labs)
- 9How important is patient visibility and signage to your practice?
- 10Are you familiar with the Green Hills Road corridor?
First-call objective
Get answers to questions 1, 4, 5, 6, and 8 in the first conversation. The rest can wait until the tour. The whole call should take eighteen minutes.