Cold Calling Isn't Just About Generating Leads
One thing I've noticed after spending time around acquisitions is that many people judge cold calling by the number of appointments or deals it produces.
I think that's too narrow.
A good cold calling process does much more than generate opportunities. It provides real-time market feedback.
You quickly learn:
- Which seller situations are actually creating motivation.
- Which lists are worth investing more time in.
- Which objections show up repeatedly.
- Which follow-up strategies keep conversations alive.
- How market conditions are changing before the data catches up.
The interesting part is that two investors can call the same number of people and get completely different results—not because one team works harder, but because of list quality, conversation quality, and follow-up discipline.
For those actively buying off-market:
What's had the biggest impact on your acquisition results over the past year? Better lists, better conversations, or better follow-up?
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