Marketing Methods for Small Factors & Brokers

Why a Book about Marketing Methods for Small Factors & Brokers?

As anyone in business knows, if you don’t have customers, you don’t have a business. Marketing is the way companies attract new business to their establishments, and a factor, like any company, must market effectively to keep the business alive.

The question is, how do you start – and continue – to find new prospective clients your factoring business can help? That is the issue addressed by Marketing Methods for Small Factors & Brokers. But there are so many ways to attract prospects; which ones should you use? Which are most effective, and which are waste of time and money?

These significant matters are addressed by eight small factoring professionals who have all been in the industry for years. Their responses may surprise you. If finding and closing new clients is proving difficult, their words can help you.

The Small Factor Series

Author Jeff Callender has been a factor for two decades. He has written numerous books, articles, and ebooks for small business owners, factoring brokers, and other factors. Those hired to work for factoring companies are often given his books and ebooks as required reading.

The Small Factor Series includes five titles, all available from Amazon and the Kindle Store. The books include:

1. Factoring Wisdom: A Preview of Buying Receivables
2. Fundamentals for Factors
3. How to Run a Small Factoring Business
4. Factoring Case Studies (2nd Edition)
5. Marketing Methods for Small Factors & Brokers

Marketinng Methods for Small Factors & Brokers

Marketing Methods for Small Factors & Brokers is the final book in the series, and includes contributions from Jeff, six other factors, and a factoring broker. The book includes short biographical sketches of all eight writers, who come from a variety of backgrounds, and from across the country. Each chapter, written by one writer, discusses the methods he or she has found to be most effective, which methods have the lowest cost or no cost at all, and which simply haven’t worked.

You’ll discover specific advice as to what to do (and what not to do) as you get started. You’ll read first-hand accounts of the numerous marketing methods the writers have used, including networking groups, cold calls, direct mail, trade shows, referrals from various sources, public speaking, press releases, several online techniques including social media, and many more.

The final chapter collates the information and provides an analysis of the contributors’ comments. A color-coded chart summarizes the marketing methods described, including their relative effectiveness, cost, and time required. From these, the reader can answer the question, “Which marketing methods should I use in my factoring business?”

From the Author…

For many smaller factors, especially those just starting, marketing is one of the most challenging aspects of the business. I am frequently asked, “Which marketing methods work best? Which should I use? Which do you use?”

To obtain the best answer to those questions, I believe you need to ask more than one person. That’s exactly what I did when creating this book, and the answers I received from seven other people who run successful factoring businesses are printed in this volume. My personal answer is there too, right alongside theirs. Reading all eight writers’ comments will help you determine what marketing methods will work best for you.

-Jeff Callender

Jeff Callender had an unusual start to his career in business. Though he is the son and grandson of businessmen, he began his working life as a pastor. He served three churches in Washington state over 14 years during the 1980s and 90s. An entrepreneurial spirit gradually pulled him toward business, and left his career in the church in 1993. About a year later discovered factoring. He began as a broker but after numerous referrals were declined only because of their small size, he started factoring very small clients himself. His career as a factor - and as a pioneer in the niche of very small receivables factoring - was thus born in 1994. He has worked with a great number of very small business owners in need of factoring. He wrote his first book, Factoring Small Receivables, in 1995, and since then has written numerous books, ebooks, and articles, and spoken at many events in the factoring industry. His writing and two decades of experience have established him as a leading authority in the niche of small business factoring. His writing style is casual, flowing, and reads more like a novel than business information. If you are interested in learning about factoring, using a factor to improve your company's cash flow, starting a factoring business, or working for a factoring company, his books and ebooks are excellent resources for you. Jeff is the President of three companies he started. Dash Point Financial provides factoring services to small business owners around the U.S. It also provides the nucleus of his experience for writing. Learn more at DashPointFinancial.com. Dash Point Publishing publishes and sells his and others' books and ebooks on the subject of factoring. All his paperbacks are available from Amazon, and all his ebooks are found in the Kindle store. Dash Point Publishing's website provides additional material such as legal documents for smaller factoring companies. FactorFox Software offers a cloud-based database solution for factors to track their client transactions. It has become one of the top platforms for the industry and is used by factoring companies throughout the world. More information can be found at FactorFox.com. Having grown up in southern California, Jeff now lives in Tacoma, Washington with his wife, dog, and two cats. He has a grown son and daughter.