Case studies / Our own outreach
Our own outreach: 60+ sales calls in 7 months
Before we ran outreach for clients, we ran it on ourselves: CRE lenders, brokers and capital advisors, reached on LinkedIn from our own accounts and by email.
Buildwise solutions
Outreach results · February to August
- 5,000+people reached on LinkedIn
- 8,000+people reached by email
- 371people replied on LinkedIn and email
- 150+warm leads
- 60+sales calls with prospects
Challenge
A new firm with no referral network.
Buildwise started without a client list to lean on. Lenders and capital advisors hear from vendors every week, so a message from a firm they had never heard of had to earn its reply.
Solution
We ran our own system before selling it.
The same system we sell, run from our own LinkedIn accounts and mailboxes.
Example: a bridge lender in Ohio
We found the lenders, brokers and capital markets teams behind recent CRE transactions.
Harlow Point Capital lends $6.2M on a 96-unit apartment building
A bridge loan in Columbus, recorded in May
The lender’s third apartment loan in Ohio this year
Kept: a lender making CRE loans right now
A home mortgage lender
Dropped: home loans, not commercial real estate
We read each firm’s website and LinkedIn page to see whether it lends, brokers or advises, and on what kind of property.
↓ We read its website and LinkedIn page
- Team
- 14 people
- Lends
- Bridge and construction loans, $2M to $15M
- Where
- Ohio, Indiana and Kentucky
We kept the firms that lend or broker commercial real estate in the US and have up to 50 people.
Matches our target client
At each firm we keep the founders and partners, and leave out back-office roles and people already in our CRM.
Harlow Point Capital · who decides
Gavin Pressley Managing Director, runs the lending team
Chosen for outreachStill at Harlow Point ✓ Decides on new lending business ✓ Not in our CRM yet ✓Dana Ruiz Loan Servicing Manager
Left out: a back-office roleMessages go out from our own LinkedIn accounts and open with our own background: we financed CRE deals before we built Buildwise.
From David’s LinkedIn · to Gavin Pressley
- I’m David - CEO of Buildwise Technologies. Before this, I managed a NY-based CRE debt fund focused on transactional funding.
- I originally built Buildwise for my own origination work: finding active GPs, developers, and sponsors using transaction signals, loan maturities, permits, and other deal activity.
- Now we build the same operating layer for CRE lenders and capital markets advisors.
On LinkedIn, a connection request, a first message and follow-ups. By email, a sequence of several emails. People we already know get a message of their own.
- Connection accepted
- First message
- Follow-ups
Gavin replied to the first message
Follow-ups not sent: they stop when someone replies
The sequence runs on its own from David’s account.
Replies from both channels go into our CRM every day. We follow up on LinkedIn, by email, by phone and on WhatsApp until the call is booked.
Gavin’s reply on LinkedIn
Into our CRM
- Who
- Gavin Pressley, Managing Director, Harlow Point Capital
- Wants
- More borrowers in Ohio and Indiana
- Next
- A call booked on our calendar for this week
Results
LinkedIn and email brought in every client.
People reached so far, each person once
First reached on LinkedInFirst reached by emailWarm leadsOther replies
“We sell the system we use. Every one of our clients came from it.”
More case studies
- Swifte Capital$10M+ in loan opportunities in 3 weeksRead the case study
- KPM Financial70 people at real estate firms replied in 1 monthRead the case study
- Duke Properties114 people replied in 4 monthsRead the case study
- $1B+ CRE advisory firm42 calls booked with real estate developers in 1 monthRead the case study
- 45 developer calls in 2 monthsRead the case study
Let’s plan your outreach.
Get a written outreach plan, or register and we’ll be in touch.