Clarify · Stage 01
Your prospecting plan
Before the calls, the math, or the meetings — get clear on who you're going after and why. Define your farm, the owners most likely to transact, and the case only Del Real can make. The numbers behind this plan — calls, meetings, pitches — live in Goals.
Set the activity targets in your Business Plan
From your Clarify work Business Plan · Ideal Client
The farm Where you compete
Merced, CA
San Luis Obispo, CA
Retail
Office
Industrial
Multifamily
The owner Most likely to transact
Sales are triggered by transitions — the 4 D's. Flag the triggers you're hunting for in your farm.
1Death
Estate, inheritance, succession.
2Disaster
Illness, divorce, partner dispute.
3Debt / Distress
Maturing loans, tax events, pressure.
4Downsizing
Retirement, business exit, hybrid shift.
Your edge Why Del Real, why you
Target list 0 targets
The specific owners and buildings you're working this quarter. Each one should map to a trigger above.
| Property | Owner | Trigger | Reference / why now | Status |
|---|