How to Prospect More Effectively

Understand sporadic performance. If a list works sporadically, look for patterns. Perhaps your offer isn’t appealing to those prospects at certain times of the year. If you see a pattern, limit when you mail to maximize the list’s performance.

Keep an eye on exchange balances. If you’re in a highly competitive market, this is an essential point. Often, your best lists won’t rent to you if the exchange balances get out of whack. It’s important to monitor these exchange balances yourself to avoid getting turned down and unexpectedly falling short on names.