Know-How Exchange : Strategy

Start with a phone call, to find out what it would "take" to get them to switch loan referrals (or add you to their list). If you haven't already, become a specialist in a type of loan that's less common (and therefore, you'd stand a better chance at "standing out").

The new Facebook algorithm allows you to target by district, vehicle ownership, level of occupation; you can also target them through the display network (partner to Google's Adwords algorithm).

Both media channels are inexpensive in terms of lead generation. Coupled with Google's Analytics algorithm means that they are both trackable through your entire sales process and out the other side again (including telephone calls).

You can set up these campaigns from your smartphone on the way to work, at work or during your coffee break (if you're that keen).

That way you can determine what your best customers like, why they like it and how to get more of them. With a well developed lead generation process you can easily adjust the number of calls you get from prospects - too many, you cut it back; too few, you can take in more that aren't quite so well qualified but might be worth the time given that you have it to spare.

Once this is running nicely, you can extend it to other media channels - magazines for example. Only now having advertised on their online publications, you'll know what works where and be able to put that in the print editions to maximum effect.

I could go on. Does this help any? If you have any questions about it, let me know.

Talking about the right fit product / niche product, you must have figured it out. Since it s about collaboration, with my experience, it is always better to build a relationship with all your partners (real estate agents / companies). Best way to start is phone call followed by the personal meet. You have to gain the confidence of these partners so that they can refer your services to their customers. Also, they would be the best source of primary information for customers need.

Hope this will help you.

Nishant Manchanda

Just out of curiosity, why do you suppose there is a policy that keeps you from leaving the office to find new business? Who makes these policies? Would it be worth having that discussion with your boss, or your boss's boss? From a distance -- and with no real understanding of the situation -- it sounds like a short-sighted (and perhaps foolish) policy.