As I have mentioned before (and in my Business Plan System), building a good referral network for new leads is essential to building a strong commercial debt resolution practice. A regular stream of referrals from several different sources can enhance and perhaps even exceed your court case leads.
When you think of the type of business or professional that might come into contact with companies experiencing financial difficulties, bankers should quickly come to mind. Loan officers deal directly with local business owners and are often the first to know when a company is having a problem. It is part of the banker's job to help their commercial loan customer figure out ways to resolve their cash flow problems... primarily so they won't default on their loan(s) with the bank.
Make a few phone calls each week and find out the names of branch managers and / or presidents of banks in and around your area. Send these bankers a short letter offering your service to their commercial customers that might find themselves in financial difficulty. It is important that you let the bankers know you will not be trying to negotiate discounts on the bank loans. Rather, you will assist their customer with their other obligations making more funds available for loan payments.
As with most other marketing efforts, a follow-up phone call will greatly increase your odds of developing a good relationship.
There are many different sources for referrals you can tap into that can help you build a thriving practice. Make a point of contacting these folks on a regular basis and you will soon see a difference in your revenues.
Scott F. Soape
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment