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WarmCaller: The Ultimate Tool for Industrial Brokers · Industrial Advisors

• 0:00
  One of the things that I've always visualized cold calling is like being
• 0:04
  a fisherman in a huge sea, and you're throwing out one line at a time,
• 0:08
  whether that's an email or a cold call, or sequencing, whatever you're
• 0:12
  doing right, but you're doing it on a day and a time that you don't know.
• 0:17
  What the relevance of that day and time is to the person that you're reaching out to.
• 0:21
  Right?
• 0:21
  Yep.
• 0:22
  And if you do, you're probably doing it like every other broker on an
• 0:24
  expiration date or something critical, a factor that you know about that tenant.
• 0:28
  And guess what?
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  Every other broker knows it too.
• 0:31
  Yeah, right.
• 0:46
  Welcome to our Industrial Advisors podcast.
• 0:49
  We are live at IAMC in Sacramento.
• 0:52
  We're gonna do a five minute Friday here.
• 0:54
  Today we got Kyle Bach and Matt McGregor and Bill Condon.
• 0:57
  And we are gonna talk a little bit about warm collar, which Matt you
• 1:02
  developed and, uh, is really all about being more efficient, cold calling.
• 1:06
  That's right.
• 1:06
  So talk a little bit about it.
• 1:08
  Yeah.
• 1:08
  So I've been involved in three pieces of software, as you know, and so software
• 1:13
  wasn't a stranger to me and I. You know, I'm a study of the sales process, as
• 1:18
  you guys know, and it's cold calling.
• 1:20
  You can be good at it, you can be bad at it, but none of us love it.
• 1:24
  Right?
• 1:24
  Yeah.
• 1:24
  And it's certainly not efficient and it's a, it's a tough
• 1:27
  scientific thing to figure out.
• 1:28
  So, you know, one of the things that I've always in.
• 1:32
  Visualized cold calling is like being a fisherman and a huge sea, and you're
• 1:37
  throwing out one line at a time, whether that's an email or a cold
• 1:40
  call or sequencing, whatever you're doing right, but you're doing it on
• 1:44
  a day and a time that you don't know.
• 1:47
  What the relevance of that day and time is to the person that you're reaching out to.
• 1:51
  Right?
• 1:52
  Yep.
• 1:52
  And if you do, you're probably doing it like every other broker on an
• 1:55
  expiration date or something critical, a factor that you know about that tenant.
• 1:59
  And guess what?
• 1:59
  Every other broker knows it too.
• 2:01
  Yeah, right.
• 2:02
  So for a long time I did a lot of research on news, how to get news, and you know, we
• 2:07
  have things like, what's the Google one?
• 2:09
  Google, uh, you're in Google News.
• 2:11
  Google tasks or whatever it is Yeah.
• 2:13
  That you can assign.
• 2:14
  I tried that for a little bit, tried a few different things
• 2:16
  and they just didn't work.
• 2:17
  Right.
• 2:18
  So, as you guys know, our team developed sophisticated piece
• 2:22
  of software called warm collar.
• 2:24
  And what warm collar does is when we're all sleeping, except
• 2:28
  for you, bill, at about four in the morning, warm call wakes up.
• 2:31
  It's plugged into your database, whether that's Salesforce or
• 2:35
  HubSpot or whatever it is.
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  It canvases all of the contacts and companies that you have.
• 2:42
  Then it takes, that information, goes out to the worldwide web and scrapes
• 2:45
  hundreds of thousands of periodical article sources, news outlets, everything.
• 2:51
  And then in an AI function, and Kyle can talk more about this 'cause he mastered
• 2:56
  it, and an AI function along with your own ranking system, it eliminates articles
• 3:01
  and ranks the highest one relevant to what you're looking for, right?
• 3:05
  So for example.
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  If you want to cold call Amazon, you don't care about toothpaste going
• 3:09
  on sale on a black Friday, right?
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  You care about warehouse distribution, fulfillment space,
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  maybe some supply thing news, right?
• 3:16
  So it's taking all of that news and it's ranking it on a scale of one to 10, right?
• 3:21
  So when you get in in the morning.
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  You can have anywhere from say, a hundred to 200 warm call leads
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  based on relevant news that hit the media within the last 24 hours.
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  Or you can go backwards and see it longer.
• 3:34
  So Kyle did, I'd say, you know more I. What we call dogfooding and and
• 3:39
  software terms development of that.
• 3:42
  So maybe talk about the ranking of it and how it works.
• 3:45
  Yeah.
• 3:45
  Well, I mean, just to back up too, and just say from a case study
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  perspective, over the last couple months, it's been an absolute game
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  changer for prospecting because as a broker you wanna differentiate
• 3:54
  yourself and that's really hard to do in our business and these leads.
• 3:58
  Give you both a timely and a relevant reason to reach out, whether it's a
• 4:02
  job change or a business acquisition, you're saying something different
• 4:06
  that most people don't know about.
• 4:07
  So it's been huge from that perspective, but as Matt was alluding to, you
• 4:10
  can really customize those rankings based on who you want to target,
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  whether it's a company list, but also by their title and that position,
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  that person you're looking for.
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  So you're customizing those ranks.
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  Based on what and who you're prospecting.
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  And so for us, we've customized it.
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  Where our job changes are are huge.
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  Mergers and acquisitions are huge, so we're reaching out on things like that.
• 4:30
  But, uh, the great thing is a user can come in and write their own ranking
• 4:34
  scoring system so that the, their tens are different than our tens Totally different.
• 4:37
  Right.
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  And it's, it's relevant to their business and their prospecting efforts.
• 4:40
  Um, so that's been huge.
• 4:41
  We also have that, that AI model where if there is a 10 that you wanna reach out to.
• 4:46
  The model knows how we write our emails, and it's drafting an email template for
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  you based on how it knows you write, so that that time spent drafting new emails
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  over and over and over is now gone.
• 4:58
  Thanks to the AI system, knowing how we write our own emails.
• 5:01
  In addition to that, you can either have it incorporate your writing the way you
• 5:06
  do it, and you know, calling out that article in, in the writing, or you can
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  click on call points, so it'll give you a list of talking points for a cold call.
• 5:16
  Yeah, warm call.
• 5:17
  That's right.
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  Right?
• 5:17
  Yeah, that's right.
• 5:18
  Yeah.
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  I mean, so much of brokerage is about differentiating yourself, right?
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  And this does that along with being as efficient as you can be.
• 5:26
  This does both those things really, really well.
• 5:28
  That's right.
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  So when we created this, the three of us, we really created it for ourselves.
• 5:34
  But it has such a bigger use out there that we're going to be onboarding people.
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  So if you're interested, go to warm call.com and register for a demo.
• 5:43
  Uh, we'd be happy to show it to you.
• 5:46
  Thank you.
• 5:46
  Thank you very
• 5:46
  much.
• 5:47
  Thank you
• 5:47
  very much.