Three quarters into 2025, a mid-size branch in Phoenix stopped buying generic portal leads. Instead, they built micro-lists of owners with equity + improvement signals (panel upgrades, re-roof, ADU). They offered two simple routes: a 10-minute payment clarity call or a light docs checklist—and ran a 10–12 day cadence across call/SMS/email.

In 12 days: 31% contact rate, 14 pre-qual calls, and a cleaner pipeline than any month prior. Not luck—just owner-first targeting and friction-free offers.

• Owner-first pockets beat generic leads.

• Offer two routes (payment clarity / docs checklist).

• Keep a 6–7 touch cadence over 10–12 days.

• Track Contact → Meeting → App, then clone winning pockets.

Step 1 — Choose a Pocket You Can Win

Pick city × signal combinations where you can speak with credibility.

Signals that travel well (nationally):

• Ownership length 5–12+ years (equity proxy)

• No refi since 2020–21 (payment pressure)

• Permits: re-roof, panel upgrade, EV charger, ADU

• SFR with EV/pool (usage → bill optimization)

• 2–4 unit owners (investment finance)

Step 2 — Build a Clean Owner Table

Address · APN · Owner/Entity · Mailing · Year Built · Signals · Notes

Then enrich: verified email, validated phone, role (Owner / PM / Rep).

Entity note: if it’s an LLC/trust, capture signatory or registered agent.

Step 3 — Verify Before Volume

• Email: verification + warmup; align DKIM/SPF/DMARC

• Phone: validate 1–2 numbers per record

• Suppression: maintain Do-Not-Contact across all channels

• Roles: scripts adapt to Owner vs PM vs Rep

Step 4 — Two-Route Offer (Friction Free)

• Payment Clarity Call (10 min): “What could your monthly look like?”

• Docs Checklist (Light): “What’s needed to explore best-fit options?”

This binary choice reduces back-and-forth and raises show-ups.

Copy You Can Paste

Subjects

• Quick check about your mortgage in {ZIP}

• {city}: 10-minute payment clarity call

• Two simple routes owners are choosing in {neighborhood}

Email #1 — Local opener

Subject: Quick check about your mortgage in {ZIP}

Hi {FirstName},

Owners in {neighborhood} are choosing between two simple routes: a 10-minute payment clarity call or a light docs checklist review.

Would Wed 10:00 or Thu 16:30 work?

— {YourName}

Email #2 — Micro-proof

Subject: {city}: intro → meeting in 72 hours

Last week near {area}, we booked {X} reviews after sharing a one-pager (options + light checklist).

Is Wed 10:00 or Thu 16:30 better?

SMS (opt-out)

Hi {FirstName}, it’s {YourName}. Quick question about your mortgage in {street/ZIP}. 10-min this week? Reply STOP to opt out.

Call opener (Owner)

“In {area}, owners like you compare payment clarity vs a light docs checklist to see best-fit options. Ten minutes this week?”

Step 5 — Cadence That Books Calls (10–12 days, 6–7 touches)

Day 1: Call #1 (brief; VM if no answer) + SMS #1 + Email #1

Day 3: Call #2 + Email #2 (micro-case)

Day 7–9: SMS #2 (slot) + Email #3 (short FAQ + two times)

Day 12: Email #4 (close the loop)

Step 6 — One-Pager (Removes Friction)

Snapshot (property, ownership length, simple goals), two routes, what we need (light), plus two proposed times.

KPIs That Matter (directional; varies by market)

• Contact rate: 20–35% with verified data + local openers

• Pre-qual meetings / 100 valid contacts: 6–12

• Time to first meeting: < 7–10 days

• Show-up rate: 60–75% with reminders

• App started (from attended): track and lift via the two-route frame

Compliance (plain English; informational, not legal advice)

• TCPA (U.S.): identify yourself; consent where applicable; clear SMS opt-outs

• DNC & suppression: honor across channels

• State privacy: handle access/deletion requests when required

• Call recording: some states require two-party consent

• FCRA: pull credit only with permissible purpose + authorization

• RESPA: ensure co-marketing/referrals comply

Why UnrealCRM

Targeting → Verification → Outreach → Pipeline in one place, with role-aware scripts and a cadence that’s easy to repeat.

CTA: See owners in {City} and book pre-qual conversations this week—25 minute demo with a live one-pager.