A broker I know recently told me that, since adopting a new technology, “cold calls” have become “familiar calls.” That’s because as he churns through his daily prospecting calls, he has details about the contact on the screen in front of him so he can make a quick connection.
Here’s the story he told me:
“I recently called a landlord with a big business park out by the airport. In Prospect & Nurture, I saw right away on the map that there was construction for a distribution center nearby. I was able to reference that right away when we got on the call and ask how it was affecting his tenants. Just knowing what’s going on in the area makes it so much easier to make a connection with a stranger.”
To have more of these moments, he relies on a tool to speed up the whole process while giving him the information he needs. And it starts with building a call list around some criteria for contacts you want to target. Whether that’s owner-users, tenants, or simply people you’ve closed business with, in Prospect & Nurture, you can choose the people most important to your business.
Here’s how to create those lists: