Below, we have listed hypotheses on how to find target leads and personalize sequences for them. We have written as many as possible, understanding that not all of these data sources are available. However, we still want them included, and in the future, we may find a solution to parse and use them if we believe in the hypothesis.

The most valuable hypotheses, in our opinion, are in point 4, because they specifically indicate a particular pain point for the company that our product addresses.

Hypotheses

1. How to personalize a sequence
   • Add the name of the CRM, mention in the sequence that we are a plugin for a specific CRM;
   • Real Estate specific software (booking systems, e.g., Followup Boss).
   • Company or property location, specific names of large properties. Mention specific locations like Miami in the message;
2. Hypotheses for data sources for personalizing the sequence:
   • Zillow listings, changes, increase in the number of properties;
   • G2 reviews - refer to negative reviews of companies in the sequence;
   • Google Maps reviews of the company, also refer to them;
   • Open statistics on deals in the USA, open data on individual agents;
3. General criteria for finding suitable companies
   • Growth of the sales team;
   • Launch of a new market (e.g., Miami after New York);
   • Growth of administrative personnel for sales (sales coordinator) – indicates they have problems in sales they are trying to fix.
   • Company description contains words: prop tech, startup, rental, sales.
   • Funding round: Series A+ (in the last 2 years)
4. Analysis of vacancies and employee requirements:
   • New marketing role → more requests → more issues → our solution;
   • Employee changed jobs and moved to a new company.
   • “Call-center” in job description (call centers have limitations and cause pain - we replace them);
   • Keywords in job description: lead management, revenue manager, CRM administration, work with incoming leads, Zillow leads (or other classifieds);
   • Looking for roles: sales coach, script coach - indicates an interest in changing the sales process; Sales consultant.
   • Keywords that show they understand the problem and have an expressed pain. For example, conversion rate, drop off rate;
     • Increase conversion rate, drop-off, follow-ups, reactivation, lead nurturing, customer success, low conversion rate & other bottlenecks, efficiency, seasonal peaks.
   • Keyword: afterhours - indicates a problem with handling requests after business hours (after-hours requests).

Future Hypotheses

1. Additional data sources about the company
   • Company blogs (keywords in titles and texts, the same keywords as above);
   • LinkedIn posts, events, influencers: FOMO AI person (events, posts, influencers' likes) - want it but don't know how to implement it - solution on how to integrate AI into their business;
   • Conferences (development, networking), real estate conferences, post-conference posts (was there but didn't connect).
2. How we can find clients in other ways
   • Our current clients' connections (familiar name);
   • Write to companies and measure response speed - use in the sequence (with a screenshot);
   • Write that I lived in your co-living space and it was a mess (they might ask for the name later).