Factoring 202
Welcome to Factoring 202 Marketing
at the Academy and Commercial Finance Consulting
Welcome to Factoring 202 Marketing
at IACFB Academy for Commercial Finance Consultants
Factoring 202 is all about launching and succeeding in the industry as a professional commercial finance consultant. Whle our Referrers, Agents, and Sponsored Agents are all about Lead-Generation and SQL (Sales Qualifed Leads), Factoring 202 focuses it’s lessons on those interested in all aspects of “Business Development” in the industry.
As you know, in the factoring industry, every firm has BDOs or “Business Development Officers.” In Factoring 202, we look at you as a Freelance BDO. Commercial Finance Consulting, your career, is virtually identical to that of a Business Development Officer with one main difference. When working for a firm, BDOs are compensated with a formula that includes a salary plus a commission override. You, as a freelance consultant, do not enjoy the salary. However, you will likely earn much greater percentage of the factoring fees as a commission. Additionally, you will earn that commission for the “Life-of-the-Account”. A BDO does not. If he or she leaves the firm or is terminated, the business they developed remains with the factor.
Your Website and Development
Setting Up Your Directory Listing
Intro to Business Development: Getting Started
with Marketing Basics for Professional Consultants
Business Setup and Basics for
All Broker Types
No matter your ultimate pathway, the industry offers excitement, prestige, and exceptional income. Start by selecting a pathway to success with IACFB.
Before you can open your doors and begin earning, you must first create your identity. That includes your business name and website domain.
No matter what your path into the industry, your business card and its design in critically important.
Career freelance professionals will require a CRM and at IACFB, we highly recommend Pipedrive and it is actually the only CRM we support. If you have not installed Pipedrive, do so now. Pipedrive is very powerful and very reasonably priced for your current subscription . This linked will provide you with a 30 FREE subscription trial.
Introduction to Consultative Selling and Marketing Tools You Need
Career professionals focused on the business development side of the factoring and alternative commercial finance industry utilize consultative selling techniques rather than traditional. Factoring 202 will introduce you to this career approach to our industry and its many long-term benefits. (Click Here)
The process for mastering consultative selling is key to developing a plan for long-term success in the industry. It will mean the difference of becoming a true professional as a commercial finance consultant vs. operating as a lead-generator as a referrer or agent. (Click Here)
For those seeking to develop a true “career” in the business development side of the industry, you need to recognize that you will not be a broker to your clients but a true consultant. (Click Here)
A modern Customer Relationship Management (CRM) system is a game-changer for commercial finance consultants transitioning into consultative marketing strategies. By providing a centralized platform for managing client and referral source information, a CRM enables consultants to organize and streamline their relationship-building efforts. (Click Here)
Deal Submission
Throughout Factoring 202, you may see references to articles on topics that are available in the IACFB Magazine. Many of these articles are available ONLY TO SUBSCRIBERS. You will need to log into the magazine to view that content. Your USERNAME and PASSWORD are adentical as here at the Academy
The original Directory of American Factors and Lenders database which was a private database is now public. For factors, lenders, and brokers/consultants, you now have the ability to create a listing as an IACFB Subscriber. (View Here)
Deal submission for referrers and agents through the IACFB Network is at www.iacfb.net
If you are a freelance broker or consultant, you will use out “Company Profile” and you will submit your deal to the factor/lender of your choice.
The ANNEX at Factoring 202: Direct Marketing Templates and Materials for Consultants
About the ANNEX for Direct Marketing Campaigns
The ANNEX at Factoring 202 provides articles and templates for commercial finance consultants engaged in direct marketing. Though most referrers and agents do not participate in direct marketing due to it’s cost, you may find some areas helpful as well.
StockLayouts is a premier provider of professionally designed templates for various marketing materials, including brochures, flyers, postcards, newsletters, and more. Founded with the mission to empower businesses of all sizes with high-quality design resources,
StockLayouts offers a comprehensive library of customizable templates that cater to a wide range of industries. These templates are designed to work seamlessly with popular design software like Microsoft Publisher, Adobe InDesign, and others, making it easy for businesses to create polished and professional marketing materials. (Click Here)
One of the standout features of Microsoft Publisher is its extensive library of templates, which can be customized to fit any branding or marketing need. These templates, combined with intuitive design tools and seamless integration with other Office applications, make Publisher an ideal choice for businesses and individuals looking to produce high-quality marketing materials without the steep learning curve associated with more complex design software like Adobe Illustrator. With Publisher, you can ensure your marketing efforts are both professional and effective, helping you to connect with your audience and achieve your business goals. (Click Here)
Templates for Mailers, Scripts,
and More
The Annex at Factoring 202 is all about “Direct Marketing” and the tools you will need to acquire to implement this form of marketing campaigns for professional commercial finance consultants. (Click Here)
No matter how you devise your marketing campaigns and even if you plan to use networking exclusively, you will likely find you need to have a standard 3-panel brochure to use for initial meetings but even more for follow up mail to a prospect. Below are four print-ready brochures that can be quickly printed on HP Brochure Stock found at any office supply or PDF print ready to send to a professional print shop for larger orders. (Click Here)
Your Registration Fee is paid one-time only so long as your monthly “tuition” is current. If your tuition is 60 days in the arrears, your account is automatically closed. If you opt to join the Academy at a future time, you will be charged a new Registration Fee at the going rate.
Annex Mail Stuffers are designed to be used in conjunction with an appropriate cover letter in direct mail marketing campaigns and, most importantly, during the relationship process. Use the mail stuffer to get your point across, while your accompanying cover letter makes the mailing more personal in nature. For most consultants, these mail stuffers are not utilized for mass mailing campaigns. They are powerful tools for consultative marketing strategies and will typically be followed up on with a personal phone call. (Click Here)
- Website Offers
- Company Profiles
This is a link to the ANNEX and Business-in-a-Box Sales Aids such as templates for brochures, mail stuffers, flyers, cover letter, etc. (Click Here)
ANNEX Direct Marketing Materials
The Direct Marketing materials and templates available in the Academy ANNEX are provided to assist commercial finance consultanmt with successfully launching their consultative selling and relationship building efforts.
Marketing Concepts, Strategies, and Campaigns
Marketing Concepts and Strategies
Fortunately, there are many marketing and prospecting methods you can use to become an industry success and in the Factoring 202 training areas of the Campus, we will provide you with many options to help you along your way. Studies show that both networking and various methods of direct marketing are effective in generating leads for business. The more sales skills you develop, however, the more successful you will become.
Campaigns for Consultants
Social Media Campaigns are not only important but also FREE. We highly recommend both LinkedIn and Twitter. (Find out more)
- Standard List Building Campaigns
- Credit Crunch Campaigns
These types of “Network” can be run as low cost direct mail campaigns or “zero” cost campaigns by joining LinkedIn Groups. This the type of campaign you should always have in the back of your mind. (click here)
(Coming Soon)
Coming Soon
Out-of-the-Box campaigns represent unique campaigns that will provide you with actionable ideas that are used by successful marketers and, in particular, consultants. We often post these campaigns as “Case Studies” and they are all posted on the IACFB Magazine. (click here)
Industrial Park Campaigns are powerful lead-generation list building campaigns and there are many strategies to employ for your touchpoint goals.
The quickest method of becoming successful as a Freelance 101 broker or consultant is be recruiting lead-generating agents. This Amazon Guide campaign is a perfect tool for helping you build your agent networks.
For factoring brokers, holding workshops and seminars is the “elephant in the room” when it comes to marketing. It takes of the benefits of the various types of marketing and roll them all in to one.
Websites, Web Pages, Blogs, and WordPress
Basic Website Option for
Subscribers and Guests
Through Datamax, IACFB can provide you with a professionally desgned consultant website (FB-Series and SA-Series). These are constructed using the WordPress platform and uses Elementor as a drag and drop editor. View Pricing
For Standard Academy Subscribers
For IACFB subscribers, your site setup fee, domain, and monthly hosting fee is included in your subscription. To set up your site….
- FB-Series:View site selection (click here)
- SA-Seies: View sitre selection (click here)
- Complete the Build Form (click here)
For Registered Guest Subscribers
If you are a Factor’s Registered Guest and are opting to remain in the Academy after your 30-day training, you can opt to set up any FB-Series or SA Series website at 50% off. This is a manual upgrade ans is done thorugh a form submission (click here)
If you are a Factor’s Registered Guest and are opting to remain an Academy extending your stay, you will have the ability purchase an SA or FB website at a special rate of 50% off regular pricing and using these links.
- SA-Series (Click
Neglecting the potential of blogging as a lead generation tool can lead to missed opportunities and a failure to establish the crucial trust and authority necessary to thrive in the factoring industry. Gaining expertise with blogging can be a game-changer for factoring brokers, generating leads, building relationships, and ultimately paving the way for business success. (Click Here)
For professionals marketing through content creating using your websites bolg, understanding sidebars and their power in the lead-generation process is highly important. (Click Here)
Regardless of which DataMax website you choose, your site will include some “Special Pages”. Learn More
Website Operation and
WordPress Plugins
- What is cPanel?
- Accessing Your cPanel
If you are seeking to elevate factoring and alternative commercial finance to professional career status, content marketing will one of your important keys to success. In short, you must post informative articles to get leads and build relationships. When it comes to content creation, Searc Engine Optimization is how you get noticed. Having an SEO plugin for your WordPress webiste will make the job of optimizing your posts a breeze.
As you become more proficient as ablogger, you’ll want others to share your content for more leads. Social sharing plugins make it easy for visitors to forward your content. Click Here
The Biggest Mistake Made by Brokers and Consultants
One of the biggest mistakes made by factoring brokers and consultants is not setting up and actively using their WordPress blog. Every WordPress website comes with a built-in blog feature, but all too often, brokers and consultants neglect this powerful tool. Instead of leveraging the blog to share industry insights, success stories, and helpful tips, many leave it untouched, with only the default “Sample Post” visible from when the site was first set up.
Setting Up Your Directories Listing
With the ADD a LISTING form displayed, there are some basic features of importance. (Click here)
- The IACFB Directory of American Factors and Lenders is a Searchable database of factors and alternative commercial finance and lenders. It is also a powerful marketing tool for IACFB members. View the Directory Here.
- Your Listing: As an IACFB Member, you have a FREE listing on the directories. (More Info and how)
Your eligible to be listed in the IACFB Lenders Directories as long as you…
- are an IACFB Academy member and maintain your active status
- have an active website with it own domain**
- add you listing in the Broker / Consultant category
**You are NOT required to have an IACFB or DataMax website or hosting. You must, howver, have a live website that contains your contact information.
To ADD your listing, simply…
- Visit: www.lendersdirectories.com
- From the HOME PAGE MENU select ADD A LISTING
- From the “Add a Listing Page” select BROKER or CONSULTANT
- Complete the form
More basic build details on this YouTube Video (click here)
There is much more to think about when completing your “Description” area. In the directories, this is a prospects “First Look” at you. Learn how to get the most out of your “Description Area” (click here)
Selecting your preferred industries to work with is one of the most important areas for lead-generation. We provide you with up to 30 business types to include. This article will provide you with some insight when selecting your preferred industries to work with on your listing. (click here)
Just as some factors offer in-house training, consultants and sponsored agents can offer “referrer” training through IACFB. In fact, Factoring 303 is all about building your network of referal sources and advertising for referral candidates. The two primary resources for recruiting for your agency are your Lenders Directory listing and LinkedIn using the IACFB’s LinkedIn Group. More detailed information is in Factoring 303 (click here)
The New “Searchable” Lenders Directories not only provide you with access to hundreds of factors and lenders for your business, but the directories also provide you with a listing for your consultancy as well. Once your site is operational, make certain you immediately add you listing to the new directories.
Building Your Consultancy as an Agency
Building your career as a factoring and business finance broker becomes much easier using referrers or Sponsored Agents. Understand how this concept dramatically speeds up your time to success. (Click here)
As a Freelance Professional Consultant, there is little for you since you provide all you agents with IACFB complete training package for Sponsored Agents (click here)
Commission sharing arrangements you provide for your agents are strictly up to your for their referrals. Here, however, are some tips. (click here)
As your Agent Network expands, you absolutely need to keep track of not only agents, but also leads, payments, etc. This is how to do it in Pipedrive. (click here)
As you build your network, you will find that you must keep this most important network engaged. There are dozens of ways to accomplish this. (Find out more)
You have very little to do when one of your agents signs up with you. (Find out more)
Not only do Agency Agents send you leads, but you also earn affiliate commissions for each new agent you subscribe. (Learn how)
When building your agency network, you have the ability to provide good candidates with “Discount Coupons” in the form of a Promo Code when they sign up. (Learn more)
Using IACFB’s Magazine is the PERFECT TOOL to help you “excite” new agent recruits about the business and its opportunities. We have many articles that will help you recruit dozens or even hundreds of new Sponsored Agents. www.commercialfinanceconsultants.com
While the NEW YouTube Channel for IACFB and the Academy references all the industry’s features and opportunities, the content focuses heavily on Agents and you will have many opportunities as this channel grows to recruit agent after agent. Stay tuned to this channel frequently. These will make great links to email to agent candidates you have collected in your Pipedrive System. (View the Channel)
Blogging and authoring articles are not only one of your primary tools when marketing for prospective clients but a powerful tool when seeking high quality candidates for agents. The combination of becoming a competent writer of articles and becoming an expert on LinkedIn can not be over stressed. (Learn More)
The New “Searchable” Lenders Directories not only provide you with access to hundreds of factors and lenders for your business, but the directories also provide you with a listing for your consultancy as well. Once your site is operational, make certain you immediately add you listing to the new directories.
Direct Link to Academy
Orientation
Direct Link to Factoring 101
Marketing
Direct Link to Factoring 303
Continuing Ed
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