Luis Michael Orts, a Houston-area small business owner, recently asked me a great question:
“When I cold call apartments… Should I buy lists? I feel like using Google isn’t really efficient. Just curious as to what your recommendation is to generate sales as efficiently as possible!”
Luis, thank you for your question.
It’s efficiency that plays a HUGE role in achieving maximum income within a limited amount of time. You must remember the source of your lead. As you mentioned, Google isn’t really efficient, although it does have its place in the sales process – you will see that below.
Early on, I developed a systematic approach to handling calls. This increased my conversion rate exponentially. I will share that with you in a later blog post. But before we consider the process, let’s look at the three main ways to pull potential client info.
- Google – I mainly use this to set what I call parameter appointments. More on that here.
- Paid List – These can be costly and sometimes inaccurate, but still somewhat productive.
- Association Lists – These are my go-to recommendations. The Apartment Association’s list you’ll receive after joining will be loaded with info. Some associations list the PM’s name and even the number of on-site units.