Apollo.io Setup Playbook — Solanasis ICP Search Configurations
From Zero to 50 Targeted Prospects in 90 Minutes
Date: 2026-03-26 Owner: Dmitri Sunshine Status: Execution-ready Purpose: Step-by-step Apollo.io setup and pre-built search configurations for every Solanasis ICP segment, including the new escrow/title company vertical Companion docs:
LinkedIn_50_InMail_Blitz_and_SalesNav_Decision_2026-03-26.md,Solanasis_Master_GTM_Playbook_2026.md,CPA_Firm_Cold_Outreach_Kit_v1.md,Estate_Attorney_Cold_Outreach_Kit_v1.md,Cyber_Insurance_Broker_Cold_Outreach_Kit_v1.md,MSP_Cold_Email_Outreach_Playbook.md,solanasis_cold_outreach_stack_sales_nav_apollo_clay_handoff_research_grade_2026-03-16.md
PART 1: APOLLO.IO INITIAL SETUP (15 Minutes)
Step 1: Account Configuration
- Log in at app.apollo.io
- Company profile:
- Company name: Solanasis
- Website: solanasis.com
- Industry: Information Technology & Services
- Company size: 1-10
- Location: Boulder, CO
- Personal profile:
- Title: Founder & CEO
- Connect your LinkedIn profile (Apollo will pull your photo and network data)
Step 2: Connect Your Email (Critical for Cold Outreach Later)
- Connect solanashq.com email (your cold outreach domain) — NOT solanasis.com
- Why: Apollo will use this for email sequences. Protect your primary domain per your
Manual_Cold_Outreach_Cheat_Sheet.mdrules - If solanashq.com isn’t warmed yet, you can still set up Apollo and build lists — just don’t send emails through it until the domain is ready
- You can connect Gmail (ds@solanasis.com) for warm/relationship sending later
Step 3: Install the Chrome Extension
- Go to Chrome Web Store → search “Apollo.io” → install
- This overlays on LinkedIn profiles showing verified emails and phone numbers
- Works even after you cancel Sales Navigator — this is your Sales Nav replacement for contact discovery
- Also overlays on company websites — visit any prospect’s company site and Apollo shows decision-makers
Pro Tip: The Apollo Chrome extension is arguably worth the subscription alone. When you’re browsing LinkedIn and see a prospect, click the Apollo icon and it shows their verified email, phone number, company data, and lets you add them to a list or sequence — all without leaving LinkedIn. This is what makes Apollo + Premium a viable replacement for Sales Navigator.
Step 4: Understand Apollo’s Filter System
Apollo has two search modes that work differently:
| Mode | What It Does | When to Use |
|---|---|---|
| People Search | Find individual contacts by title, company, industry, location, etc. | Finding decision-makers to reach out to |
| Company Search | Find companies by industry, headcount, revenue, technology, location, etc. | Building account lists first, then finding people inside them |
Recommended approach for Solanasis: Start with Company Search to build account lists for each ICP, then use People Search within those accounts to find decision-makers. This mirrors the Sales Nav “accounts first, leads second” workflow from your ORB Pack v2 playbook.
Key Filters Available in Apollo
People Filters:
- Job Title (supports Boolean: AND, OR, NOT, exact match with quotes)
- Seniority Level (C-Suite, VP, Director, Manager, etc.)
- Department (Engineering, Operations, Finance, Legal, etc.)
- Location (city, state, country, radius)
- Company (name, industry, headcount, revenue, technologies)
- Contact info availability (has email, has phone)
Company Filters:
- Industry (Apollo uses its own industry taxonomy + SIC/NAICS codes)
- Employee Count (1-10, 11-20, 21-50, 51-100, 101-200, etc.)
- Revenue (ranges)
- Location (city, state, country)
- Technologies Used (specific software — e.g., QuickBooks, Salesforce, Microsoft 365)
- Keywords (from company descriptions, websites)
- Funding Stage / Amount
- Job Postings (companies currently hiring = growth signal)
Pro Tip: Apollo’s keyword filter searches company descriptions and websites — not just the industry field. This is incredibly powerful for niche ICPs. For example, searching keyword “escrow” or “title insurance” will find companies that mention these terms anywhere on their site, even if their Apollo industry classification is generic like “Financial Services.” Always combine industry + keywords for the tightest targeting.
PART 2: WHY APOLLO SEARCH BEATS SALES NAVIGATOR FOR SOLANASIS
Before we get into the ICP configs, here’s why you were right that Apollo works better:
| Capability | Sales Navigator | Apollo.io | Winner |
|---|---|---|---|
| Finding the right person | 50+ filters, Boolean title search, Spotlight signals | 65+ filters, Boolean title search, SIC/NAICS codes, technology filters, keyword search | Apollo (more filter types) |
| Getting their email | No — only InMail or connection request | Yes — verified email for ~91% of contacts | Apollo (this alone is worth it) |
| Getting their phone | No | Yes — direct dials and mobile numbers | Apollo |
| Getting their LinkedIn URL | Yes (you’re already on LinkedIn) | Yes — Apollo includes LinkedIn URL in contact records | Tie |
| Warm signals (recently posted, changed jobs, viewed your profile) | Yes — Spotlight filters are excellent | Limited — has job change alerts but no “viewed your profile” or “recently posted” | Sales Nav |
| Account-level insights (hiring trends, dept growth) | Yes — deep company intelligence | Basic — headcount, revenue, funding, technologies | Sales Nav |
| Exporting data | Extremely limited (no CSV export of leads) | Full CSV export, CRM sync, API access | Apollo |
| Email sequencing | No | Yes — built-in multi-step sequences | Apollo |
| Cost | $119.99/mo | $49-99/mo | Apollo |
Bottom line: Sales Navigator is better at telling you WHO to reach out to and WHEN (warm signals). Apollo is better at telling you HOW to reach them (email + phone + sequences). For a founder-led outbound motion, Apollo gives you more actionable output per dollar.
PART 3: ICP SEARCH CONFIGURATIONS — COPY-PASTE READY
Each search below gives you the exact Apollo filter settings. Just go to People Search or Company Search and plug these in.
ICP 1: RIA COMPLIANCE CONSULTANTS (Pain Tier 1 — Highest Priority)
Why this is #1: Pain score 9.5/10. Reg S-P deadline June 3, 2026. One compliance consultant relationship = access to 10-30 RIA clients. Revenue potential: 17,500 per consultant in 90 days. You only need 2-3 good ones.
Regulatory hook: SEC Reg S-P amendments require technical cybersecurity verification (backup restoration, incident response testing) that compliance consultants can’t do themselves.
Company Search — Build the Account List First
| Filter | Setting | Notes |
|---|---|---|
| Keywords | ”RIA compliance” OR “compliance consulting” OR “outsourced CCO” OR “SEC compliance” OR “investment advisor compliance” | Catches firms that mention these on their website |
| Industry | Financial Services, Management Consulting, Business Consulting and Services | Cast a wide net — compliance consultants classify themselves inconsistently |
| Employee Count | 1-10, 11-20 | These are mostly small firms (solo to 5 people) |
| Location | Colorado (start here), then expand to: Arizona, Utah, Wyoming, New Mexico, Texas | Start local, go regional |
People Search — Find Decision-Makers Inside Those Accounts
| Filter | Setting | Notes |
|---|---|---|
| Job Title (Boolean) | “compliance consultant” OR “chief compliance officer” OR “outsourced CCO” OR “compliance advisor” OR “compliance director” OR “regulatory consultant” OR “managing director” | Use exact quotes for precision |
| Seniority | Owner, Founder, C-Suite, VP, Director | At small firms, the owner IS the compliance consultant |
| Industry | Financial Services, Management Consulting | Same as company search |
| Location | Colorado (or expanded as above) | |
| Contact Info | Has Email = Yes | Only show prospects you can actually reach |
Expected results: 15-40 contacts in Colorado, 100-200+ regionally
What to do with results:
- Save as list: “RIA Compliance Consultants — [Date]”
- Export LinkedIn URLs for InMail blitz (today’s priority)
- Export emails for cold email sequences (when solanashq.com is warm)
- Note: Cross-reference the 9 named firms from your outreach guide (ACA Group, Core Compliance, Oyster Consulting, Vigilant Compliance, COMPLY/NRS, SmartRIA, Lexington Compliance, Compass Compliance, RIA Compliance Consultants)
ICP 2: ESCROW & TITLE COMPANIES (New Vertical — High Compliance Urgency)
Why this is a strong new ICP: Escrow and title companies handle some of the most sensitive financial data in existence — wire transfer instructions, SSNs, bank account numbers, property records, and large cash transactions. They are the #1 target for wire fraud in real estate, and the regulatory pressure is intense.
The Compliance Case (What Makes Them Buy)
| Regulation / Standard | Requirement | Pain Point |
|---|---|---|
| GLBA (Gramm-Leach-Bliley Act) | All financial institutions must protect customer NPI (Nonpublic Personal Information) with written security programs | Escrow/title companies ARE financial institutions under GLBA |
| FTC Safeguards Rule (16 CFR Part 314) | Comprehensive information security program with: qualified individual overseeing security, written risk assessment, encryption in transit and at rest, MFA, penetration testing, vendor oversight, incident response plan | Companies that provide closings/settlements (not title insurance underwriting) fall under FTC jurisdiction. Penalties up to $100,000/violation |
| ALTA Best Practices Pillar 3 | Written privacy and security risk management program, NPI disposal procedures, disaster management plan, employee training, service provider oversight | ALTA (American Land Title Association) certification is increasingly required by lenders and underwriters. It’s the industry-specific compliance standard |
| State Requirements (Colorado) | Colorado Privacy Act (CPA) + state data breach notification requirements (CRS § 6-1-716) | 30-day notification window, reasonable security measures required |
| Wire Fraud Epidemic | FBI IC3: real estate wire fraud losses exceeded $446M in 2022. Recovery rate: only 7% of businesses fully recover losses | This is THE emotional hook — every escrow officer has a wire fraud horror story or knows someone who does |
Why Escrow/Title Companies Will Buy From Solanasis Specifically
- Wire fraud is existential — a single redirected wire can cost 1M+ and destroy client trust permanently
- ALTA Best Practices certification requires proving security controls — Solanasis can provide the documentation
- Lenders and underwriters are requiring it — Fidelity, First American, Stewart, and Old Republic are all tightening requirements for their agents
- Most are small operations (3-15 people) without dedicated IT staff — perfect for fractional/outsourced security
- The compliance stack is familiar — GLBA + FTC Safeguards Rule is essentially the same framework as what we do for RIAs and CPAs, just different industry-specific language
- Colorado has a hot real estate market — plenty of title/escrow companies, and the Denver/Boulder corridor is especially active
The Language Shift — Sound Like You Belong
| DON’T Say | DO Say | Why |
|---|---|---|
| ”Cybersecurity assessment" | "ALTA Best Practices security review” or “GLBA Safeguards compliance review” | Maps to THEIR compliance framework |
| ”Vulnerabilities" | "Wire fraud exposure points” or “NPI (Nonpublic Personal Information) protection gaps” | Wire fraud is the fear they live with daily |
| ”Incident response plan" | "Wire fraud response and breach notification readiness” | Specific to their biggest nightmare |
| ”We secure your network" | "We help you demonstrate ALTA Pillar 3 compliance and protect wire transfer processes” | Compliance + wire fraud = their language |
| ”IT security vendor" | "Closing security partner” or “settlement operations security” | Industry-specific framing |
| ”Penetration testing" | "Wire fraud simulation and social engineering assessment” | This is what actually keeps them up at night |
Solanasis Service Positioning for Escrow/Title
| Service | Description | Price Point |
|---|---|---|
| ALTA Pillar 3 Compliance Review | Verify written security program, NPI protection, disaster recovery, employee training, vendor oversight against ALTA Best Practices | 4,000 |
| Wire Fraud Resilience Assessment | Test email security, wire verification procedures, social engineering awareness, BEC (Business Email Compromise) defenses | 3,500 |
| GLBA Safeguards Gap Analysis | Map current controls against FTC Safeguards Rule requirements, produce documentation for examiner readiness | 3,000 |
| Backup & Disaster Recovery Verification | Verify that closing files, escrow accounts data, and NPI can actually be restored | 2,500 |
| Remediation + Ongoing Retainer | Fix findings + monthly security monitoring | 5,000/mo |
Timing Window
- Spring/Summer is peak season — real estate transactions surge March-September
- Best outreach window: January-March (before the busy season) and October-November (after busy season winds down, before year-end)
- Right now (late March): Borderline — some will be too busy with closings, but compliance-minded owners will still engage. Worth targeting.
Apollo Company Search
| Filter | Setting | Notes |
|---|---|---|
| Keywords | ”escrow” OR “title company” OR “title insurance” OR “settlement services” OR “closing services” OR “title agent” | Keyword search catches companies regardless of industry classification |
| Industry | Real Estate, Financial Services, Insurance | Title/escrow companies classify inconsistently |
| SIC/NAICS Codes (if keyword results are too broad) | SIC: 6159 (Federal-Sponsored Credit Agencies), 6411 (Insurance Agents/Brokers), NAICS: 524127 (Direct Title Insurance Carriers), 541191 (Title Abstract and Settlement Offices) | More precise than industry filter for this vertical |
| Employee Count | 1-10, 11-20, 21-50 | Sweet spot is 3-15 people — big enough to have budget, small enough to lack dedicated IT |
| Location | Colorado (start here), then Front Range specifically (Denver, Boulder, Fort Collins, Colorado Springs) |
Apollo People Search
| Filter | Setting | Notes |
|---|---|---|
| Job Title (Boolean) | “escrow officer” OR “title officer” OR “branch manager” OR “closing manager” OR “owner” OR “president” OR “operations manager” OR “general manager” | At small title companies, the owner or branch manager makes security decisions |
| Seniority | Owner, Founder, C-Suite, VP, Director, Manager | |
| Keywords (company) | “escrow” OR “title” OR “closing” OR “settlement” | Backup filter to catch people at companies without clear industry tags |
| Location | Colorado | |
| Contact Info | Has Email = Yes |
Expected results: 50-150+ contacts in Colorado (there are hundreds of title/escrow companies along the Front Range)
Pro Tip: The ALTA (American Land Title Association) has a member directory at alta.org. You can cross-reference your Apollo results against ALTA membership — companies that are ALTA members are MORE likely to care about Pillar 3 compliance because they’ve already opted into the framework. This is a great signal for prioritization.
ICP 3: ESTATE ATTORNEYS (Timing Window: NOW — March-May)
Why now: Malpractice insurance renewals Q2-Q3, ABA Rules 1.6(c) and 1.1 create ethical duty to protect client data, 66% of law firms lack incident response plans.
Regulatory hook: ABA Model Rule 1.6(c) requires “reasonable efforts” to prevent unauthorized disclosure of client information. Rule 1.1 Comment 8 requires attorneys to stay current on technology risks.
Apollo Company Search
| Filter | Setting | Notes |
|---|---|---|
| Keywords | ”estate planning” OR “trusts and estates” OR “elder law” OR “wealth transfer” OR “probate” | |
| Industry | Law Practice, Legal Services | |
| Employee Count | 2-50 (use 1-10 and 11-50 ranges) | Solo practitioners rarely have budget; firms 50+ have in-house IT |
| Location | Colorado |
Apollo People Search
| Filter | Setting | Notes |
|---|---|---|
| Job Title (Boolean) | “attorney” OR “partner” OR “managing partner” OR “of counsel” OR “principal” | Decision-makers at law firms |
| Keywords (company) | “estate planning” OR “trusts” OR “elder law” OR “probate” | |
| Seniority | Owner, Founder, C-Suite, VP, Director, Partner | |
| Location | Colorado | |
| Contact Info | Has Email = Yes |
Expected results: 30-80+ contacts in Colorado
ICP 4: CPA FIRMS (Timing Window: May-June is GOLD — Queue Now, Send Later)
Why queue now: Post tax-season (April 16+) is THE buying window. CPAs are reflecting on what broke during tax season. FTC Safeguards Rule + IRS WISP requirement = mandatory, not optional.
Regulatory hook: IRS Publication 4557 WISP requirement (mandatory for all tax preparers), FTC Safeguards Rule 16 CFR Part 314 (penalties up to $100K/violation), AICPA professional standards.
Apollo Company Search
| Filter | Setting | Notes |
|---|---|---|
| Keywords | ”CPA” OR “accounting firm” OR “tax preparation” OR “certified public accountant” OR “bookkeeping” | |
| Industry | Accounting, Financial Services | |
| Employee Count | 3-50 (use 1-10 and 11-50 ranges) | Per your CPA Kit: 3-25 CPAs is the sweet spot |
| Location | Colorado |
Apollo People Search
| Filter | Setting | Notes |
|---|---|---|
| Job Title (Boolean) | “CPA” OR “managing partner” OR “partner” OR “owner” OR “principal” OR “tax director” OR “firm administrator” | |
| Seniority | Owner, Founder, C-Suite, Partner, Director | At CPA firms, partners make the decisions |
| Keywords (company) | “accounting” OR “CPA” OR “tax” | |
| Location | Colorado | |
| Contact Info | Has Email = Yes |
Expected results: 80-200+ contacts in Colorado (there are ~2,000 CPA firms in Colorado)
Pro Tip: Don’t send cold outreach to CPAs until April 16+. Use this time to BUILD the list in Apollo, research individual prospects, and draft personalized first lines. When May 1 hits, you’ll have a loaded pipeline ready to fire. This is the “build the gun in peacetime” approach from your Cyclical GTM Strategy doc.
ICP 5: MSP PARTNERSHIP TARGETS (Fastest “Yes” — No Budget Approval Needed)
Why fast cycle: You’re not selling TO MSPs — you’re proposing a referral partnership. The decision is “do I want free remediation work referred to me?” Answer is almost always yes. No procurement process, no budget committee.
The pitch: Your security assessments generate remediation findings → you refer that work to MSP partners → they get pre-qualified projects → you get 15% referral fee on clients they send back to you.
Apollo Company Search
| Filter | Setting | Notes |
|---|---|---|
| Keywords | ”managed service provider” OR “managed IT” OR “IT support” OR “break fix” OR “help desk” OR “cloud services” | |
| Industry | Information Technology and Services, Computer and Network Security, Computer Networking | |
| Employee Count | 5-50 (use 1-10 and 11-50 ranges) | Per your MSP Kit: 5-50 employees serving SMBs |
| Location | Colorado (then expand: AZ, UT, NM, WY, TX) | |
| Technologies (if available on your plan) | ConnectWise, Datto, Kaseya, N-able, Autotask | These are MSP-specific tools — if a company uses them, they’re an MSP |
Apollo People Search
| Filter | Setting | Notes |
|---|---|---|
| Job Title (Boolean) | “owner” OR “president” OR “CEO” OR “founder” OR “managing director” OR “general manager” | MSPs under 20 people: the owner makes all decisions |
| Seniority | Owner, Founder, C-Suite | |
| Keywords (company) | “managed services” OR “MSP” OR “IT services” OR “managed IT” | |
| Location | Colorado | |
| Contact Info | Has Email = Yes |
Expected results: 40-100+ contacts in Colorado
ICP 6: CYBER INSURANCE BROKERS (Distribution Channel — Slow to Close, High Leverage)
Why pursue: One broker relationship = ongoing stream of clients who NEED cybersecurity to get insured. Brokers send you business because it helps them retain accounts.
The pitch: “Loss control partner” — your assessments help their insureds demonstrate the controls carriers are asking about, making them insurable and reducing claims risk.
Apollo Company Search
| Filter | Setting | Notes |
|---|---|---|
| Keywords | ”cyber insurance” OR “cyber liability” OR “technology E&O” OR “cyber risk” OR “insurance broker” | |
| Industry | Insurance, Financial Services | |
| Employee Count | 1-50 | Many are solo brokers or small agencies |
| Location | Colorado (then expand nationally — cyber insurance is often sold remotely) |
Apollo People Search
| Filter | Setting | Notes |
|---|---|---|
| Job Title (Boolean) | “broker” OR “agent” OR “producer” OR “account executive” OR “managing director” OR “owner” OR “president” | Insurance-specific titles |
| Keywords (company) | “cyber insurance” OR “cyber liability” OR “technology insurance” | Critical — this narrows from all insurance to cyber-specific |
| Seniority | Owner, Founder, C-Suite, VP, Director | |
| Location | Colorado (or national) | |
| Contact Info | Has Email = Yes |
Expected results: 15-40 in Colorado, 200+ nationally
ICP 7: NONPROFITS (Existing Pipeline — Foundation Data)
Why include: You already have 133K+ foundation prospects in your foundation pipeline (_solanasis/solanasis-data/foundation/output/). Apollo can supplement this with decision-maker contact info.
Regulatory hook: Nonprofits handling donor data have CCPA/CPA obligations. Grant-funded organizations increasingly require cybersecurity documentation. Fiscal sponsors require it.
Apollo Company Search
| Filter | Setting | Notes |
|---|---|---|
| Keywords | ”nonprofit” OR “foundation” OR “501c3” OR “community foundation” OR “charitable” | |
| Industry | Non-profit Organization Management, Civic & Social Organization, Philanthropy | |
| Employee Count | 11-50, 51-200 | Per your GTM: $500K+ revenue threshold |
| Location | Colorado |
Apollo People Search
| Filter | Setting | Notes |
|---|---|---|
| Job Title (Boolean) | “executive director” OR “chief operating officer” OR “operations director” OR “IT director” OR “finance director” OR “CFO” OR “chief of staff” | Nonprofits: ED or COO makes operational decisions |
| Seniority | C-Suite, VP, Director | |
| Location | Colorado | |
| Contact Info | Has Email = Yes |
Expected results: 100-300+ contacts in Colorado
Pro Tip: Cross-reference Apollo results with your existing foundation pipeline data. If someone shows up in BOTH your IRS EFile data AND Apollo with a verified email, they’re a high-confidence target. Your foundation pipeline has organizational data (revenue, assets, grant info) that Apollo doesn’t — combining both gives you the fullest picture.
ICP 8: RIAs (Registered Investment Advisors) — Direct (Pain Tier 2)
Why include: Reg S-P deadline June 3, 2026. Pain score 8/10 when triggered. 1-5 person RIAs with 300M AUM are the sweet spot.
Regulatory hook: SEC Reg S-P amendments require incident response programs, customer notification procedures, and enhanced safeguards. SEC is actively examining for compliance.
Apollo Company Search
| Filter | Setting | Notes |
|---|---|---|
| Keywords | ”registered investment advisor” OR “RIA” OR “wealth management” OR “financial advisor” OR “investment advisory” | |
| Industry | Financial Services, Investment Management | |
| Employee Count | 1-10, 11-20 | 1-5 person RIAs are the sweet spot |
| Location | Colorado |
Apollo People Search
| Filter | Setting | Notes |
|---|---|---|
| Job Title (Boolean) | “managing partner” OR “chief compliance officer” OR “CCO” OR “principal” OR “president” OR “owner” OR “financial advisor” | |
| Seniority | Owner, Founder, C-Suite | |
| Keywords (company) | “RIA” OR “investment advisor” OR “wealth management” | |
| Location | Colorado | |
| Contact Info | Has Email = Yes |
Expected results: 50-150+ in Colorado (there are ~500 SEC-registered RIAs in Colorado)
PART 4: PRIORITIZATION MATRIX — WHICH SEARCHES TO RUN FIRST
Given 5 days until end of month and 50 InMails to burn:
| Priority | ICP Segment | Run Search Now? | Why This Order |
|---|---|---|---|
| 1 | RIA Compliance Consultants | YES — TODAY | Highest leverage (1 relationship = dozens of clients), Reg S-P deadline urgency, smallest search (focused list) |
| 2 | Escrow/Title Companies | YES — TODAY | NEW vertical, untapped, strong compliance hooks (GLBA + ALTA + wire fraud), Colorado has plenty of targets |
| 3 | Estate Attorneys | YES — TODAY | March-May IS the outreach window, don’t wait |
| 4 | MSP Partners | YES — TODAY | Fastest “yes” — partnership pitch, no budget approval |
| 5 | Cyber Insurance Brokers | Tomorrow | Important but longer sales cycle |
| 6 | CPA Firms | Build list this week, send May 1 | Post tax-season window — build now, launch later |
| 7 | Nonprofits | Next week | Already have foundation pipeline; Apollo adds contact info |
| 8 | RIAs Direct | Next week | Compliance consultants (ICP 1) are the better path to RIAs |
PART 5: APOLLO WORKFLOW — FROM SEARCH TO INMAIL TO COLD EMAIL
Today’s Workflow (InMail Blitz)
1. Run Company Search for ICP 1 (RIA Compliance Consultants)
→ Save matching companies to list: "RIA Compliance Consultants — 2026-03-26"
2. Run People Search within those companies
→ Filter: has email, decision-maker titles
→ Save to list: "RIA Compliance Leads — 2026-03-26"
3. Export the list (CSV)
→ You get: Name, Title, Company, Email, Phone, LinkedIn URL
4. Open each LinkedIn URL → Send InMail using templates from Blitz Plan doc
5. Repeat for ICPs 2-4
Next Week’s Workflow (Cold Email Launch)
1. All lists already built in Apollo from this week's searches
2. Create Sequences in Apollo:
- Sequence 1: RIA Compliance Consultants (5-touch, 14-day)
- Sequence 2: Escrow/Title Companies (5-touch, 14-day)
- Sequence 3: Estate Attorneys (5-touch, 14-day)
- Sequence 4: MSP Partners (3-touch, 10-day — shorter because it's a partnership pitch)
3. Send from solanashq.com (once warmed)
4. Start with 5-10 emails/day per your Manual Cold Outreach Cheat Sheet rules
5. Track responses in Apollo + Baserow
PART 6: APOLLO LISTS MANAGEMENT — STAY ORGANIZED
Create these lists in Apollo on Day 1:
| List Name | Purpose | ICP |
|---|---|---|
| RIA Compliance Consultants — CO | Primary targets | ICP 1 |
| Escrow & Title Companies — CO | New vertical | ICP 2 |
| Estate Attorneys — CO | Active outreach window | ICP 3 |
| CPA Firms — CO (Queue for May) | Build now, send later | ICP 4 |
| MSP Partners — CO | Partnership outreach | ICP 5 |
| Cyber Insurance Brokers — CO | Distribution channel | ICP 6 |
| Nonprofits — CO | Supplement foundation pipeline | ICP 7 |
| RIAs Direct — CO | Reg S-P direct outreach | ICP 8 |
| Hot Leads — All Segments | Anyone showing buying signals | Cross-ICP |
| LinkedIn Profile Viewers | People who viewed your profile (manual add) | Cross-ICP |
PART 7: APOLLO SETTINGS & GOTCHAS
Things to Configure Right Away
- Daily email limits: Set to 5-10/day initially (matches your Manual Cheat Sheet safety rules)
- Sending schedule: Mon-Fri, 8am-5pm MT (match your prospects’ working hours)
- Unsubscribe link: Apollo adds this automatically — make sure it’s enabled (CAN-SPAM compliance)
- Tracking: Turn OFF open tracking and click tracking for cold emails (tracking pixels hurt deliverability and feel spammy)
- Bounce handling: Apollo auto-handles bounces — verify this is on
Common Gotchas
| Issue | Solution |
|---|---|
| ”I’m not finding enough results” | Broaden keywords, remove one filter at a time, try SIC/NAICS codes instead of industry filter |
| ”Results are wrong industry” | Add negative keywords: NOT “software” NOT “SaaS” NOT “recruiting” to exclude tech companies |
| ”Email addresses look wrong” | Apollo claims 91% accuracy but verify critical prospects manually (check company website, LinkedIn, Hunter.io) |
| “I can’t see LinkedIn URLs” | Upgrade Apollo plan or use the Chrome extension on LinkedIn directly |
| ”Too many results” | Add more filters: seniority, employee count, AND additional keywords |
| ”Same person showing up in multiple searches” | This is normal — deduplicate when exporting. Apollo’s list management handles this if you add to the same master list |
PART 8: INTEGRATING APOLLO WITH YOUR EXISTING DATA
Connecting the Dots
You have data in multiple places. Here’s how Apollo fits in:
| Data Source | What It Has | Apollo’s Role |
|---|---|---|
| Baserow CRM (160 people, 66 orgs) | Existing network contacts, some LinkedIn URLs | Apollo enriches these — import company names into Apollo to find verified emails/phones for contacts you already know |
| LinkedIn Export (2,500 connections) | Names, companies, connection dates, messages | Apollo can match these contacts and add emails/phones — import the CSV and let Apollo enrich |
| Foundation Pipeline (133K+ rows) | Organization name, EIN, revenue, assets, state | Apollo finds PEOPLE at these organizations — import org names into Company Search |
| fCTO Pipeline (233 prospects) | Company names, scores, tiers | Same — Apollo adds decision-maker contacts |
| Sales Navigator (before you cancel) | Saved searches, lead lists | Export everything from Sales Nav → import company names into Apollo |
Pro Tip: Apollo has a CSV import feature. You can upload a list of company names (from your foundation pipeline, Baserow, or Sales Nav export) and Apollo will match them to its database and show you all the people at those companies with verified contact info. This is the fastest way to go from “I have a list of companies” to “I have a list of people I can email and call.” Do this BEFORE canceling Sales Navigator — export your Sales Nav lead lists as CSVs, then import into Apollo.
APPENDIX A: ESCROW/TITLE COMPANY OUTREACH TEMPLATES
InMail Template
Subject: wire fraud protection + ALTA compliance — quick question
Hi [Name] — quick question for you:
With wire fraud losses in real estate exceeding $446M last year and only 7% of businesses fully recovering stolen funds, how is [Company Name] verifying that your wire transfer processes and client data protections would hold up?
I ask because we run focused security reviews for title and escrow companies — specifically covering ALTA Best Practices Pillar 3 compliance, wire fraud resilience (BEC defenses, email security, wire verification procedures), and GLBA Safeguards requirements.
Most title companies we talk to have some controls in place but haven’t actually tested whether they’d stop a sophisticated wire redirect attack. That’s exactly what our assessment covers.
Would a 15-minute call make sense to see if this is relevant for [Company Name]?
— Dmitri Sunshine, Solanasis
Cold Email Template (for Apollo Sequences)
Subject: [Company Name] — wire fraud + ALTA Pillar 3 question
Hi [First Name],
Fellow Colorado professional here. I work with title and escrow companies on something specific: making sure the security controls you report for ALTA Best Practices actually hold up against real wire fraud attempts.
Most companies we talk to have a written security program on paper but haven’t tested whether their wire verification procedures, email security, or backup systems would survive a real attack.
We run a focused ALTA Pillar 3 compliance and wire fraud resilience review — typically 5-7 days, fixed fee, and produces the documentation your underwriters and lenders want to see.
Worth a 15-minute conversation?
Dmitri Sunshine Solanasis | solanasis.com Boulder, CO
Connection Request Script
Hi [Name] — fellow Colorado professional. We help title and escrow companies with ALTA Pillar 3 security compliance and wire fraud resilience testing. Thought there might be natural overlap. Would love to connect.
APPENDIX B: QUICK-REFERENCE — ALL ICP REGULATORY HOOKS
| ICP | Primary Regulation | Key Penalty/Risk | Solanasis Service | Price Point |
|---|---|---|---|---|
| RIA Compliance Consultants | SEC Reg S-P | SEC enforcement, $325K+ fines | Reg S-P Technical Readiness Assessment | 2,500 |
| Escrow/Title Companies | GLBA + FTC Safeguards + ALTA Best Practices | 300K-$1M+), lender/underwriter requirements | ALTA Pillar 3 Compliance & Wire Fraud Resilience Review | 4,000 |
| Estate Attorneys | ABA Rules 1.6(c) + 1.1 | Malpractice liability, bar discipline, higher E&O premiums | Data Protection Review | 4,000 |
| CPA Firms | IRS WISP (Pub 4557) + FTC Safeguards Rule | PTIN revocation, $100K/violation (FTC) | WISP Validation & Safeguards Review | 3,500 |
| MSPs | Partner pitch (not compliance-driven) | N/A — you’re offering them business | Referral partnership (15% fee, capped $2,500) | Partnership |
| Cyber Insurance Brokers | Carrier requirements | Client churn if insureds can’t get coverage | Loss control partnership | Partnership |
| Nonprofits | CCPA/CPA, grant requirements, fiscal sponsor requirements | Loss of grant funding, donor trust | Security Assessment + DR Verification | 5,000 |
| RIAs Direct | SEC Reg S-P | SEC enforcement, $325K+ fines | Reg S-P Technical Readiness Assessment | 5,000 |