EOS Implementer
20 owners worth knowing, in a market of 766
At a glance. Jim Lovelady, an EOS Implementer in Southwest Florida, wanted three to five more clients worth having, and had no way to find the owners he didn't already know. SONAR™ scanned 766 construction businesses, found 20 owners at a moment of change, and gave him the reasoning to open each conversation. Two owners who had never met him agreed to join his next session.
The constraint
Jim finds clients through relationships. There is ENRG, his free monthly working session in Estero, which draws 25 to 30 local business owners. There is his email list of about 843 contacts, where people who know him open at 70 to 76%, and cold contacts at around 35%. And there are forty years of relationships from a career in sales and marketing leadership. What he didn't have was a way to find the owners he didn't already know. He is approached dozens of times a month by people offering to fill his calendar, and none of them understand the brief: not a bigger practice, but three to five more clients worth having.
What we built
The market. Construction and building trades with 11 to 200 employees, across eight municipalities from Naples to Cape Coral: 766 companies.
The signals. Five families of change. Ownership in motion: acquisitions, employee ownership, succession, partner buyouts. Expansion into new regions and markets. Founder load: owners running several companies at once. Long tenure. And public visibility.
The shortlist. The top 50 reviewed by hand. Every owner verified as a real, local decision-maker, with a direct mobile and email. A final refresh caught an owner who had moved on, which a static list would have missed. The result: 20 owners, ranked by the moment their business is in, not by its size.
The play that worked
The reason to call. For each owner, a short explanation of why they matter now. Jim uses it to open conversations, and as the substance of his voicemail when nobody picks up.
Results
| Metric | Result |
|---|---|
| Companies scanned | 766 |
| Owners verified and ranked | 20 |
| Direct mobiles verified | 21 of 21 |
| Owners who agreed to join his session | 2 |
Twenty owners worth knowing, out of 766 companies, each with a verified direct line and a reason to talk now. Two owners who had never met Jim agreed to give him ninety minutes of a working morning, on the strength of a call that referenced something specific about their business. The reasoning landed. Getting owners through the last mile, from yes to the room, is the next thing we're building.
“Seeing the opportunity calms me down and makes me believe in the sales process once again.”
Jim LoveladyEOS ImplementerWhat this means for you
If your best clients are owners you haven't met yet, finding names is not the hard part. Knowing why a particular owner matters right now is. That reason is what turns a cold call into a conversation.
Jim LoveladyEOS Implementer
