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Most commercial insurance agents build a prospect list the wrong way. They pull a generic industry list, dial through it, and wonder why appointment rates stay flat. The problem is not effort. It is targeting. A real commercial insurance prospect list is not built around industries or company size. It is built around three specific […]
In freight, one person does not usually make every buying decision. The decision-maker changes depending on the service. The person who approves truckload rates may not handle warehousing or customs services. That is why you should target buyers based on the service you sell, not just their job title. Here is a quick look at […]
The best merchant services sales start with a problem, not a rate. You have to find out what is costing the merchant money or causing payment problems. Then show a clear solution. You can follow these seven steps: Qualify prospects by monthly volume and contract status. Generate leads through canvassing, referrals and targeted outbound. Reach […]
Business loan leads cost anywhere from $0.02 to $300, and the exact price depends on three things: the lead type, the loan product, and the acquisition channel. Aged data records sell for pennies. Live transfer calls sell for hundreds of dollars. Neither price tells you if the lead will actually fund a deal. This guide […]
To get gym and fitness center cleaning contracts, confirm your insurance and staffing capacity first, then target facilities large enough to outsource. Most gyms will not schedule a walkthrough without proof of general liability coverage, workers’ compensation and a crew that can handle locker rooms, cardio floors and equipment at the same time the kind […]
Most prospect lists start with 2 filters: Industry Company Size Filtering by industry and company size alone often leaves you with a long list of companies that aren’t a good fit. Technographic targeting narrows that list to R already using relevant technologies. That makes it easier to reach the right prospects with a message that […]
Most janitorial sales time gets wasted on people who cannot actually approve the contract. The receptionist may take your card and the night supervisor may like your crew, but neither one controls the budget. Most commercial cleaning contracts are signed by a property manager, facility manager, operations leader or procurement decision-maker. But of course, it […]
The choice between outsourced and in-house real estate agent recruiting depends on how fast you want to grow and how often you hire. If you’re bringing on 10+ agents a year, building an in-house team may make sense. But if you need to scale quickly, hire flexibly or find specialized talent, consider outsourced recruiting or […]
An MSP ICP (Ideal Customer Profile) means the type of business most likely to benefit from your managed IT services. An MSP buyer persona tells you who is involved. It can be business owners, IT managers, or operations leaders. All of them help a business run for a long time. But to convert the lead, […]
A loan officer recruiting list is a collection of licensed mortgage loan originators who match your hiring criteria and may be open to a new job. It helps you narrow a large candidate pool into a focused target list and decide who should enter your candidate pipeline. The list usually uses three types of data: […]
