Company- Business broker / Mergers and acquisitions.

Problem- Southern California is experiencing a very competitive market now as there are 3 times as many people in the business brokerage business today than there were 10 years ago. Additionally mailers have become weak and ineffective as their prices have risen while the return drops below ¼ of 1 %. A business broker’s commission is sizeable however the process of finding a business owner who wants to sell and getting that client all the way to a successful close is long and tedious.

Goal-Find more business owners wanting to sell. Increase deal flow while still allowing client to focus on closing transactions rather than solely focusing on finding new ones.

Follow-up Fanatic Solution- FUF (Follow Up Fanatic) callers are a rare breed of trained personnel that place thousands of dials each week (for the last decade) into the middle market mergers and acquisitions and finance arena. The ability to eschew a gatekeeper and speak with confidentiality to the owner of a multi-million dollar corporation is a talent and skill worth its weight in gold. FUF callers understand EBIDTA and Cap Rates and Valuations and Probabilities of Sale. At the “Stryker” level, this business broker was able to affordably capture his target market. With the assurance of FUF’s past experience in the industry, the broker dumped mailers completely and transferred those marketing dollars into FUF’s system which included phone calls.

For a less than 5 month period of August to December, the broker received a total of 92 prospects from 4000 dials placed under the weekly “Thunder” level program of 200 dials each week. Of the 92 prospects, 4 were in person appointments, 35 were phone appointments, and 53 were “send info’s” and not yet ready to talk.

Results- The end result of the campaign netted the broker three signed listings. Two of the listings sold netting the broker over $120,000 in commissions. Total cost of the campaign (his current campaign has now tripled in size due to the first campaigns success) was $3380. The net return on investment was 35 to 1 and the results are still coming in.

An important note: To date, none of the 4 in person appointments has converted to cash. The two listings that did sell were either send info’s or phone appointments. The value of a send info, followed up with properly, cannot be over-expressed, as we see this time and time again. That’s the power of the Follow Up Fanatic.