Throughout the series, you’ll learn how to identify the wealthiest 2 - 5% of your target market, including those who might not be over-prospected. Let's look at those high asset, high cash flow people. When looking at this group we often find senior officers at publicly traded companies. These are also professionals like doctors and business owners. We’ll start with senior executives at listed public companies. We want to first build a list of the ones headquartered in your market. Next, we want to visit the annual report to see a list of officers and directors. Then we want to find out where they live. First, we need to build a complete list of publicly traded companies headquartered in your market. Go to the website crmz.com. Click the dropdown for “About Us,” and then click on “Directory of Companies.” You will see a list of states, select yours. We are interested in active, public companies. Click on that number. You will get a very big list of companies and hyperlinks. I look for ones with the blue box reading FRISK. Click on those company names. You are interested in where they are located, so look for the address. Is it near you? As we mentioned in segment 1, here is where it is important to know your ZIP Codes. You want companies with a ticker symbol listed. If there is any red text or a red box, skip that company. You now have a list of companies, get a quote on each. Discard any where you can't get a quote, there is no trading volume, or the value is under a dollar. Your objective is to get the list of officers and board of directors. Go to the company's website, put “annual report” in the search field, search their site until you see the list of senior officers and board members, and copy down those names. You want to find where they live. Logically, it's in commuting distance. A White Pages website should let you search for addresses and phone numbers. You will be surprised how few are unlisted. If this looks too tedious, you should be able to buy this information from third party providers. Now, let’s take a look at business owners, in particular, certified government contractors. These are companies, large and small, that have jumped through the hoops required to sell products and services to the federal government. The important thing to know is the names of these companies are public information. Go to the System for Awards Management or SAM.gov website. Click on “Search Records.” Choose “Advanced Search – Entity.” You have a screen with several light green boxes. Click location and enter your city. Before we look at results, let's examine another green button, “Socio-Economic Status.” You can search for firms owned by veterans, by women, minority owned businesses. More than one green button can be used together. For example, you can search for veteran owned companies in a specific town. In the blue bar, you see “Total Records.” Each company gets about five lines in the profile. When you pick a company, you've got a selection of choices on the left-hand side of the screen. Core data gives you a lot more information. As you scroll down, you will see a profile, including names and contact information from the government talking to you about contracting business. For smaller private firms, it's usually the owner. Now you have names and addresses. You can find out where these folks live, like you did with senior executives. “POC” or point of contact is also a choice on the left-hand side of the screen. Here's an example of what you might see. Here's a list showing certified government contractors in the state capital of South Carolina, and it also shows the smaller number of companies owned by veterans. While this example is for South Carolina, keep in mind, this is where Dunham can help you with your state specific information. The list also shows cities, other parts of the state, and the number of contractors authorized to do business with the federal government. What about small local business owners? They can do very well for themselves. Here's a list of businesses to get you thinking. Three ways of looking at them are cash cows or businesses with historically high profit margins, high volume businesses, and those businesses where labor is the primary product and it's billed by the hour. How do you find these businesses’ information? Simple, just like there was a White Pages look up online, there is one for the Yellow Pages, a business directory. Pick one that you like, start searching category by category. Here's an example of the information you are likely to retrieve. We searched for jewelers in New Hope, Pennsylvania. The search produced a list. Time to consider another entire industry, the highway construction business. It can be lucrative. Search for businesses online by category. Another approach is to look up the Professional Association for Road Builders in your state.
Информация по комментариям в разработке