Cold calling (list refinement)

[Erin Butler]

The foundation of this post is based off the wholesailing buisness model and pulling a targeted list for cold calls. Lets dive in.

 I had a discussion with a wholesaler that said "Don't call absentee owners list". The foundation of their stance was an absentee owner list alone doesn't have enough motivation built into the list to be worth the money. 

Progressing into the conversation  I learned she had the ability  to  filter, extract, and make a list smaller/more targeted? Meaning she was able to add relevant x factors that "screams" motivation. To any list she pulls; absentee owner, tax delinquent, probate... ect 

How can I do the same when pulling/buying list. I'd like to have more targeted data.