55 Qualified Landowner Appointments in 4 Months Through Real Estate Cold Calling and Email Marketing

Client Overview

• Company: NDA
• Industry: Real Estate (Land Acquisition)
• Target Market: Vacant landowners seeking liquidity
• Campaign Duration: 4 months
• Channels: Cold calling and Email marketing
• Objective:Generate qualified appointments with landowners interested in cash offers through real estate appointment setting.

The Challenge

This real estate company specializes in acquiring vacant land through direct outreach and competitive cash offers. Despite deep industry expertise, the company faced three critical blockages:

• Low conversion rates: Initial outreach generated interest but failed to convert into scheduled meetings
• Unverified prospects: Time wasted on contacts who weren’t actual property owners
• Inefficient qualifying: The Sales team spends valuable time on unqualified leads

Without a systematic approach to lead generation and qualification, growth was stagnating.

Our Solution Strategy

Research & List Building

• Built a database of 500+ verified landowners matching the ideal customer profile
• Cross-referenced property records, tax assessments, and ownership data
• Applied strict qualification criteria to ensure list quality over quantity

Multi-Channel Outreach Campaign

Cold Calling Approach

Our experienced calling team addressed landowners’ core pain points:

• Property maintenance costs and tax burdens
• Unused land generates zero income
• Complex traditional sales processes

Key focus: The company’s key focus is on providing cash offers that deliver fast, hassle-free solutions tailored to each landowner’s situation.

Email Marketing Strategy

• We personalized campaigns addressing individual landowner challenges
• Regular list hygiene and validation to maximize deliverability
• Email warm-up processes to improve inbox placement rates
• Nurture sequences to prepare prospects for follow-up calls

We ask pre-screening qualification questions before inviting you to an appointment, depending on whether the ICP fits our required criteria.

Results

Quantifiable Outcomes (4-Month Campaign)

• 500+ landowners researched and targeted
• 211 Marketing qualified leads
• 55 Sales-Qualified Leads generated
• 26% conversion rate from MQLs to SQLs
• 13+ qualified appointments per month average
• Zero unqualified meetings passed to the sales team

Why This Campaign Succeeded

• ICP: Exclusively targeted verified vacant landowners with clear pain points
• Personalized outreach: Every touchpoint addressed specific landowner challenges
• Human-centered approach: Skilled appointment setters built genuine rapport and trust
• Qualification: Only genuinely interested prospects reached the sales team
• Persistent handoffs: Clear communication reduced no-shows and confusion

Sample Process Flow

• Research & Verification: Identify and verify 500+ in-profile landowners
• Message Crafting: Develop pain-point-specific talk tracks and email sequences
• Coordinated Outreach: Execute synchronized calling and email campaigns
• Qualification Screening: Validate ownership, intent, and buying timeline
• Appointment Setting: Book qualified prospects directly on the sales calendar
• Consistent Handoff: Transfer warm, qualified leads to the closing team