Case study · Private clubs
A private golf club in Baja California vets prospects in weeks, not months.
The club screens for character, not just means, and invites about one family a month from a long waitlist. This is how its membership office uses Arbiter Network Intelligence.
Two to four weeks
to vet a prospect, down from two to three months
Five months in one
of screening and vetting work, done in the first month
“It’s finding the hidden connections that aren’t obvious online. Vetting that used to take a couple of months now takes two to four weeks, maximum.”
Head of Membership, private golf club in Baja
Before
Months per prospect, and gaps nobody could see
Vetting meant a web scraper, LinkedIn, and months of interviews with the people around each prospect. One prospect took two to three months.
Court records live in separate systems, state by state, so a problem in a state nobody knew to check could slip through. Before the platform, one issue surfaced only through a chance conversation on the road.
How the club uses it
Research, a record, and the network behind it
Research on every prospect
Membership submits a name and confirms the right person. Back comes sourced research, and how the prospect connects to existing members.
Every conversation on the record
Notes from each conversation go in. The founder’s voice notes after a meeting become linked records: one recent 15-minute note added eight connections to people already on file.
Inside the tools they already use
The pipeline stays in the club’s CRM. The team asks questions and files notes through their AI assistant, which reads and updates both. Another team might use email, documents or messaging the same way, or the app on its own.
In practice
What changed day to day
Who’s on property
Each morning the founder, general manager and director of golf get a briefing on who is on property that day. They ask who they’re meeting, and walk in already knowing the guest.
More interviews per trip
The head of membership asks which prospects and leads are in a city or region. Research runs on many prospects at once, so a trip that once covered one interview now covers five.
Results
What it turned up
A tie nobody knew
An inbound prospect turned out to be a member’s former business partner. It led to a visit to the property.
Seen early
A past dispute between a prospect and a member surfaced before the first conversation.
From vetting to prospecting
Knowing which members buy property now tells the sales team which regions to focus on.