Cold calling at middle market-institutional size. Value in calling company’s directly
I cold call 100-300 numbers a day for lead gen. It’s effective when done consistently. Obviously as scale increases the amount of cooperative and willing sellers goes down as some of those properties are in funds, part of x portfolio plan, etc. As a broker is there an advantage to directly calling the companies of largest product holding groups and seeing what’s available / their desire to sell certain buildings versus just running through the list for stuff that’s considerably larger?
[{"id": "i6avt9t", "text": "Great question and I am curious for the answer as well!", "replies": [], "depth": 1}, {"id": "i6c15qv", "text": "If I understand your question right then I think it depends on why they would work with you to sell something.  In other words, why would they tell you what is available during a cold call?  If you have something compelling then I do think there is an advantage to that strategy.\n\nWhat is your conversion rate over 1,000 dials?  How many decent opportunities do you get out of dialing 1,000 times?", "replies": [], "depth": 1}, {"id": "i6cdbas", "text": "Interested to hear informed opinions but if nothing else, props to being able to grind out that phone time.", "replies": [], "depth": 1}, {"id": "i6ffcco", "text": "what is your average call length out of curiosity?  I know it varies but say over a 300 call day how long does that take you?", "replies": [{"id": "i6fibpq", "text": "Typically 3-4 hours. I try to spend a third to half my day generating new business. And when I say calls I just mean numbers. Not everyone is going to pick up I maybe talk with 10% of the people so it\u2019s around 20-30 conversations a day.", "replies": [], "depth": 2}], "depth": 1}, {"id": "iop34k4", "text": "Do you follow a set script for each call or do you tailor it to the specific property? I am a newer broker who started last month and would love to get some tips from you.", "replies": [{"id": "iphqak1", "text": "Curious to know this as well.", "replies": [], "depth": 2}], "depth": 1}]