Stop 1 of 8 · Daily

Research before the call

Ten minutes on the company, the building and the person, ending with three questions nobody else asks.

What ten minutes buys you

Dalia's calls used to open the same way: what does your company do, how many square feet, who cleans it now. Four questions in, the property manager is already bored, because those answers are on the website and in the leasing brochure.

Research before the call moves those four questions off the agenda. You walk in knowing the campus has two towers, that one lost an anchor tenant in the spring, and that the facilities lead came over from a hospital group. Now your first question is about the vacant floor and what happens to the cleaning scope while it sits empty. That is a question the incumbent vendor never asked.

The ten-minute pass

Give Claude all three in one prompt and let Research mode run while you refill your coffee. Research mode goes out to many sources and comes back with a cited brief; you read the brief, not the sources.

Try this

Use research mode. Company: [paste the company name and city]. I sell commercial cleaning contracts to property managers in Orange County.

Give me, with a citation on every factual claim:
1. What they own or manage locally, with building names and rough sizes.
2. Anything in the last eighteen months about occupancy, new tenants, renovations, a sale or a management change.
3. Who runs facilities or operations, and where they worked before.
4. Three questions I can open the call with that prove I read all this.
5. One thing I should not assume from what you found.

Search for [paste the building name and address]. Tell me floors, approximate rentable square feet, year built, any recent renovation, and which companies are listed as tenants. Flag anything you could not confirm from a source.

Here is the brief you just gave me. Write three opening questions for a thirty minute discovery call with the facilities lead. Each question should reference one specific fact from the brief and be open ended. No compliments, no small talk.

Where

What to leave out

Claude will find things you should not use. A prospect's home address, a personal mobile number scraped from an old directory, a divorce filing, the school in a school-run photo. None of that belongs in the call, the CRM or the follow-up. Dalia's rule: if she could not have learned it from the company website, a trade publication or a mutual contact, it stays out.

The same rule protects the other side of her business. Competitor quotes a prospect has shown her, the pricing on a live opportunity, and personal phone numbers stay out of chats she does not need them in. When she must paste a competitor quote to compare scope, she strips the vendor name and the contact block first.

Do it now

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