The Global Proven Approach to Marketing

Many businesses have difficulty obtaining commercial financing through traditional banks. This creates opportunities for commercial loan brokers who can help businesses explore alternative financing options. In fact, in many cases bank officers can be excellent referral sources, directing customers to you when traditional bank financing isn't available.

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Banks generally have specific credit and underwriting requirements. Businesses with strong “A” credit often have access to more traditional financing options, while businesses that don't meet traditional bank requirements may still have legitimate financing needs and qualify for alternative financing solutions.

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Businesses across many industries have ongoing financing needs. The key is knowing how to reach businesses that need financing and letting them know you have solutions. That's where “the real key to the business” comes in.

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WHEN TRADITIONAL BANK FINANCING ISN'T AN OPTION,
BUSINESSES NEED ALTERNATIVES.

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We study our lenders and what they want to approve. This is an ongoing process we do every day while conducting our commercial loan brokering business. We then teach you how to target prospects that match your lenders’ criteria. Most brokers listen to a client’s story and tell them, “Let me see if I can find you a lender.” We teach you to approach it from the opposite direction—targeting prospects based on what you already know your lenders are looking to finance. This can help you focus your efforts on prospects whose financing needs align with your lenders’ criteria.

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How do you target a client? We’ll teach you how to find and reach prospective clients using proven marketing strategies and targeting techniques, with a focus on businesses whose financing needs align with the types of transactions your lenders are looking to fund.

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You will learn strategies for reaching targeted prospective clients who may be looking for commercial financing.

A Disciplined Approach to Marketing and Targeting Clients

New brokers typically feel that one of the most challenging parts of the business is finding clients. Our training teaches you strategies for identifying, targeting and reaching prospective clients. Once you understand your products and know what the lenders are looking for, you'll be better prepared to identify and target prospective clients. Literally every part of our training covers some aspect of finding clients and bringing in business.  

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We realize that the first 45-60 days can be an important time as you begin building your business. We show you how to identify and target the right kinds of prospective clients and begin putting your marketing plan into action. We will show you how to reach clients utilizing tried and proven methods that Global, as well as other financial institutions, have used over the years.

You will learn how to develop a well-balanced marketing program and identify the types of clients you want to reach. We will teach you strategies for consistently reaching prospective clients and developing a mix of new clients, ongoing repeat business, and opportunities involving larger commercial transactions. We’ll also discuss specialization and niche marketing.

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We realize that everyone is different and comfortable doing different things. We will pinpoint a plan that works best for each individual. Below is a list of some of the marketing strategies we discuss during your training.  

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Internet Marketing

You cannot be in business today if you do not understand and utilize the power of the internet. People bank, shop, and conduct all types of business on the web. We will show you how to use the web to find prospective clients, target specific markets, and build an online strategy designed to generate business inquiries.

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We have done the research for you by providing access to and information about a variety of online marketing tools and strategies. Email marketing, online advertising, social media marketing, search engine optimization (SEO), lead generation tools and other digital marketing resources are covered during the training.​

Vendor Marketing

Any business person will tell you that the cost and effort of obtaining a new client far exceed the cost and effort involved if that client gives you repeat business.

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Vendors can be a valuable source of opportunity. Here's how it works. Let's use the example of a construction equipment dealership. The dealership regularly works with customers who need financing to purchase equipment, and some of those customers may not qualify for traditional bank financing. When financing isn't available, the dealership may lose the sale. As a commercial loan broker, you may be able to provide alternative financing options and develop the dealership into an ongoing source of referrals.

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Over time, as in any business, you can develop long-term relationships that grow both in ease of service and opportunity. It's a natural “win-win” situation. Building relationships with vendors can become an important part of your overall marketing strategy. Once again, targeting the right vendors is the key, and we teach you how to identify and approach them.

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Direct & Indirect Marketing

An important part of marketing your commercial finance business is simply letting people know who you are, what types of financing you have access to, and how you may be able to help their businesses.

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We teach you how to market directly to prospective clients as well as how to build referral relationships with professionals who already work with business owners. Bankers, accountants, attorneys, consultants, equipment vendors and other professionals can become valuable referral sources when their clients need financing outside of traditional banking channels.

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You will learn how to identify and approach both prospective clients and referral sources, communicate the financing solutions you offer, and develop relationships that can lead to repeat and referral business. This is not about high-pressure selling. The goal is to make the right people aware that you exist and that you have access to financing solutions that may meet their needs.

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Industry Based Targeting

Once you understand what your lenders are looking to finance, you can use proven techniques to target specific industries that match their lending criteria. For example, an accounts receivable lender may suggest targeting apparel manufacturers. We then show you resources and methods for identifying prospective clients within those targeted industries.

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Loan Size Targeting

Here again, targeting is key. Each lender has its own “sweet spot”—a range of loan sizes it is most comfortable financing. We show you how to work backward from these sweet spots to identify businesses with financing needs that fall within those ranges.

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Testing and Measuring Results

We show you how to measure your marketing results using website traffic, leads, inquiries and other performance indicators. Tracking these results helps you understand what's working and where you may want to adjust your marketing efforts.

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Free Marketing, Branding and Awareness Campaigns

Did you know there are many ways to get the word out about your business with little or no advertising cost? We teach you how to use free and low-cost marketing strategies to build brand awareness, reach prospective clients and promote your business online. We'll show you how.

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Lead Generation

As part of the program, you will receive 1,000 leads to help you begin prospecting for potential clients. We will also introduce you to lead generation resources and teach you strategies for building your own prospecting pipeline. As the saying goes, we don't just give you the fish—we “teach you to fish” so you understand how to continue generating leads as you build your business.​

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Customer profiling

The process of understanding your targets includes what is called profiling. This is the ability to identify clients who may have repeated financing needs year after year—not because they are doing poorly, but because their growth creates ongoing financing needs. Profiling also allows you to better understand your customer and their needs. It can help you determine whether you have an appropriate financing solution and where to focus your time and attention.

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Email Marketing

As you build your own contact list and develop additional prospecting sources, we'll show you how to create organized email campaigns that keep your message going out consistently. We'll also show you how to monitor responses and follow up when prospects express interest.

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On-Going Coaching

Many people value having a coach or active mentor to help them plan their marketing efforts, stay focused and work through questions as they build their business. As part of the Global Mentorship Program, you will have ongoing 1:1 access to a mentor who can provide guidance, answer questions and help you implement the strategies you learned during training.

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Customized Website

Today's business world demands a strong internet presence. To help you establish that presence, we design a customized website that showcases your business and the financing solutions you offer. Your website will also include a unique company logo that you can use throughout your branding. We will teach you how to market your website, reach prospective clients, capture client inquiries and establish a professional online presence from the start.

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Social Media Set-up and posting

Social media can play an important role in establishing your company's online presence and building brand awareness. We will set up your Facebook and LinkedIn company pages and create and publish posts for you for two months to help establish your social media presence and support your overall digital marketing efforts.

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A Game Plan

You will leave the training with your next sixty days mapped out in a structured plan of action. You'll know what activities to focus on each day as you begin putting your training into practice, generating leads and connecting with prospective clients. The plan gives you a clear framework to follow as you begin building your business.

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We provide you with many more strategies than the ones listed here. Our training continues to evolve as internet tools and marketing techniques change. Rather than relying on a single proprietary marketing system, we continually evaluate new tools, strategies and resources and incorporate those that are relevant to today's commercial finance marketplace. Our philosophy is to stay current and give you practical marketing, sales and business strategies that you can put to use as you build your company.

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There is so much more we could explain, but the words of Gregg T. from Des Moines, Iowa, say it all: “I was blown away with the marketing program... I can't wait to get back and get started.”

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