DO NOT assume they are glad to hear from you. Large sponsors get as many as 50-100 proposals per month.
DO know your audience. Discussing only its age, education and income profile won't cut it anymore.
DO be aware the sponsor often has better data than the property, creating a negotiating advantage for the sponsor.
DO know your competition. Your competition is not just properties like yours, but anything that the prospect can spend on to improve their business.
DO NOT be too close to your property. You may have put your heart and soul into it, but that doesn't mean that it meets the prospect's needs. Many properties say, " I just don't understand why they don't call me back." You must constantly think in terms of meeting the sponsor's needs first.
DO put the necessary time into your sales and marketing plan. If you don't put time in up front, it will cost you when you contact the prospects.
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