The Client
Light Cattle Co. Quarter Horses is a performance breeding operation in Lytle, TX, standing three stallions — Brimmstone, KN Famous Czar, and Tres Fortunes — to a national market of barrel racers, ranch hands, trainers, and competitive riders.
The Problem
They had a brand recognition challenge, not a product problem. Their horses were winning at the national level, but reaching the right buyers meant getting past word-of-mouth and social media. The market is niche and trust-based: the wrong message to the wrong person does more damage than silence.
What I Built
A full sprint, start to finish. An intake documenting the program and pricing. An ideal-customer profile split into three buyer tiers, one per stallion. Prospect research that pulled 2D and 3D results from the 2025 NBHA Professional’s Choice Vegas Super Show to identify 30 real competitors who fit the profile. A four-point qualification checklist mapping each prospect to a stallion tier. Three outreach message sets written in the owner’s voice, each referencing the prospect’s specific horse. And a 30-row tracker with weekly check-in questions so the owner can run follow-up without losing anyone.
Why It Works
Competition results are a goldmine — 30 qualified names came from a single class at one event. A bloodline name in a prospect’s own horse signals warmth before a conversation even starts. The structure holds for any niche business with public prospect data and a trust-based community. Only the inputs change.