Corfac News

When CORFAC brokers get together, even on one of our members only webinars, great discussions happen.  Brokers from our Western offices met last week to discuss business development opportunities, and the group ended up talking about how they go after smaller companies.

To break in with a smaller company (one with 1-10 locations), brokers network in their local communities in order to get meetings with the decision makers – that way you don’t have to make a cold call.  CORFAC is a great fit for these companies, because we can engage CORFAC brokers in every market they are in, or are thinking of expanding into.

So how do you broach the expansion conversation?  After you’ve done a deal for a local company, say something like this:

It’s been a pleasure working with you.  My service is indicative of my level or local knowledge.  Can I show you this level of service in any other markets?

Then let the customer respond.  They can tell you about their business and you can offer out CORFAC brokers you know to help them in other markets.  If you sell the personal and professional service you provide, it makes your independent firm stand out.