Become the Educator That Clients and Referral Sources Seek Out
If you’ve made it this far in your Boot Camp journey, you’ve already started separating yourself from the crowd. You’re not just a broker pitching a product. You’re a Commercial Finance Consultant with a toolbox full of solutions and a growing presence in your local community.
Now it’s time to flip the switch from hunting for leads to attracting them.
How? With one of the most powerful tools in modern marketing:
Why Content Matters in Consultative Sales
Here’s a truth most brokers never realize:
People don’t want to be sold to. They want to be taught.
Content marketing is about using educational material—articles, blog posts, LinkedIn updates, videos, and more—to:
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Explain what you do
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Build credibility and trust
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Help clients and referral partners understand when and why to work with you
When you teach, you attract.
When you educate, you differentiate.
And when you consistently publish helpful, relevant content, you become the local authority in business finance—even if you’re brand new.
What Kinds of Content Should You Create?
Here are examples of simple, powerful content topics that show off your value without sounding salesy:
| Topic | Type of Content | Audience |
|---|---|---|
| “What is factoring and who uses it?” | Blog article / LinkedIn post | Prospective clients |
| “5 reasons your bank turn-down isn’t the end of the road” | Newsletter topic | Referral partners (bankers, CPAs) |
| “Factoring vs. SBA lending: which is best for growth?” | Side-by-side chart / video | Business owners |
| “Understanding Purchase Order Finance in 3 Minutes” | Explainer video | Wholesalers, importers |
| “What is forfaiting and when is it used?” | Curiosity article | Bankers and exporters |
If you’re an IACFB Academy member, you already have access to dozens of templates, sample blog posts, and prewritten articles you can personalize and use immediately.
Where Should You Publish?
You don’t need to become a social media expert or blogging machine overnight. Start with two simple channels:
Your Website Blog
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Add articles weekly (even one article builds credibility fast)
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Focus on pain points and real-life examples
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Always include a call to action, like “Schedule a free strategy call”
Your LinkedIn Feed
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Post short tips weekly (2–3 paragraphs)
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Use images or charts when possible
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Engage with comments and tag local connections
Pro Tip: Every blog post can be repurposed into 2–3 LinkedIn posts. And every LinkedIn post can be reused in your newsletter.
The 3-E Formula for Powerful Content
Before you publish anything, ask: Does this content…
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Educate? (Am I explaining something that helps them make better decisions?)
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Engage? (Will this spark curiosity or conversation?)
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Elevate? (Does it position me as a professional consultant, not a salesperson?)
If it hits at least two of the three, it’s worth sharing.
Action Steps This Week
- Write one article – Use a template or choose a simple FAQ you hear often
- Post one LinkedIn update – Share a tip or link to your article
- Add a blog section to your website (ask IACFB or your webmaster for help if needed)
- Engage on LinkedIn – Comment on five local posts to stay visible
- Start a swipe file – Keep a Google Doc of ideas, headlines, and questions for future content
When you use content to educate, you become a magnet for opportunity. Clients seek you out. Referral partners send leads your way. And best of all, your marketing starts working even while you sleep.
Remember: People respect professionals who teach.
And in this business, the best teachers make the best consultants.