New Movers Cold Call
So I have acquired a list of over 500 people who moved a distance of greater than 75 miles into the county I live in. I'm guessing the thought would be they probably changed jobs and have an old 401 K to rollover...or they worked at Pizza Hut and are worthless. None the less what to do with it.
Any thoughts or suggestions on a cold calling script...
I spoke to a guy in my firm that built his business on marketing to "new movers". I think he was down around the Atlanta area. I have researched this in the past, but there just does not seem to be enough people moving into my area to make it a valuable exercise.
But he used to do the "Welcome Wagon" thing. Not the actual service, but he would write a letter (we have canned ones), send them info, then follow up with a call or face-to-face introduction. He claims that's what he did for the first 5 years and built his business around it.
The chamber I used to be part of actually had the list of everyone who moved into the city(new names from the utility bills i.e. water, garbage etc..) And would send people out to their houses to greet them and drop off info for businesses that paid for the service. Then once a month would get an excel file sent to me with some good contact info..
Like B24 says, simpled canned letter or call works well "I help people in xxx(city) with their investments(retirement planning, whatever)....."
Yeah when i was at jones... We sent out a letter(welcome to neighborhood, it's under form letters), then followed it up with a phone call..don't mail the letter just call, save on postage.. got 3 accounts over 2 years..
I don't do it anymore..
What was your volume that you marketed to? As in, how many "new movers" were you averaging per month?
Not many.. we had about 50 qualified(meaning they moved greater than 50 miles from their previous location) each month..It got smaller once the housing market cooled down, which is another reason I stopped.
There's a company called Welcome Wagon that'll sell you the lists. They're supposed to scrub them before they email them to you. Expect to pay about $2K for lists from your zip code from Welcome Wagon.
I actually just doorknocked some of the folks on my list. I only stopped at the houses that looked promising. If you're moving into my neighborhood and bought the run down $75K 3/2 ranch, then I didn't stop. I got a decent reception by most. Just like with normal doorknocking. I think the key to it, as well as any other marketing activity, is to keep at it. Just because you only get 1 account out of 1000 letters you send out doesn't mean you aren't going to get 100 from the next one. OK, well, maybe not 100. But 2 would be an improvement.
There was a lady who used to work for welcome wagon/or something similar who started her own company.. She would give me the names and I would scrub the lists(so when she gave them to other people).. You can get the names for free from the local courthouse, or when they turn on utilities(sometimes this list is from people who have to be reconnected because they didn't pay though).
The courthouse was one I was wondering about. I know property sales are public record. The utility companies will give out info?
No but there are places that Utility companies must sell to because you can buy them
Squash, There has been plenty of time for 500 calls since the initial post. Checking in out of curiousity to see how you did.
What was your contact ratio?
Did you speak to say, 15 of the people and of the 15, did any express interest?
Then based on that, how many initial appointments did you put on your schedule?
For the remainder of the list, how many were DNC (you can pull 500 names not DNC at 6:30 AM and then hit dozens of DNC numbers even on a good list because the DNC list moves faster than the data providers)
How many not answering, not available when you called? How many have you called back yet out of the not answering not availables?
Kicking and Taking
Taking... I am not following.. What is the 500 calls in reference to?
I call everyone 45+ who is on my list, so I tend to make 100-150 calls during a single day...from that it is all residential, so for 65+ works good during the day, and everyone else, evening or weekends..
That's the kind of I used with good success.
Hello Joe my name is Gaddock with AGE here in Mockingbird Heights.
I received your name as a person that just moved into the area so I wanted to introduce myself and say welcome ..... pause (they will many times become disarmed and say thank you bla bla bla) Yeah uhuh yeah uhuh yeah uhuh small talk as long as they want.
I was also calling to see if you're an investor and if so are you open to new ideas or considering local representation? NOW QUALIFY the good ones will already have a broker.
Well Joe, funny thing about money .... it seems that distance doesn't make the heart grow fonder, I'll send you my card and let you know when something outstanding presents. That being said are you a stock or a bond kind of guy? bla bla bla.
Great Joe, AGAIN Welcome, I think you'll end up truly feeling at home here in short order.
Talk to you soon.
Mea culpa, I thought you started the thread, Squash - I see it's Mountaineer. The question is directed to him.
I live in a high net worth resort town here in CO. I started mailing to new home owners last month. I picked anyone who purchased a home over $600,000 in the last two years.
So far two new clients.
Also it seems to help that the wires are blowing up.
I also prospected new movers while at Jones. I got a few clients, but I didn't think it was worth the effort. I would call and say "I just wanted to call and introduce myself and welcome you to Indyville." Most people were nice.
Don't bother with the utility companies. And, do NOT pay for the welcome wagon just to get the list. I was paying $200/month for the lists from a welcome wagon lady until I found this:
It's the same data for MUCH less. You can have them email it to you every week with new people. It's the only way to go for me.