Make Fewer Cold Calls & Close More Deals

What?  How can I make fewer cold calls and close more deals?  When we first started building ProspectNow, I found I was always hammering the point that the more calls you make, the more deals you will do.  There is no question that sales activity and production are related.  This will never change, but technology is making it possible for us to target in a much more effective way.

As we have progressed in the development of ProspectNow, our focus has been to help our customers make fewer calls, and send less mail…but make the RIGHT calls.

What are some ways to target building owners that are more likely to sell, buy, or refinance?  Here are a a few of my favorite targeting methods:

1.  Owners that own more than one property.
These are great opportunities to find owners that own lots of assets and but may fly under the radar by  owning smaller assets.  If you can call one owner that owns 5 properties it’s the same as calling 5 owners that own one property.

 2.  Owners that manage properties out of state.
 Sometimes owners that are not in a position to easily manage or maintain their properties are more likely to sell.  These are great calls to make, especially on apartment buildings.
3.  Loans coming due in the next 12 months.
 Clearly building owners that have a ballon payment coming due are going to have motivation to either sell, refinance  or pay the loan off with cash.  This is another way to increase your probabilities.
There is never a magic answer in business, but you can definitely improve your chances by focusing the scarce resource of time and effort in the right places.