How to Leverage Sub-Broker Networks When Time Is Limited
For many new entrants into the world of factoring and commercial finance, launching a broker business often starts as a part-time endeavor. Whether due to the demands of a day job, family responsibilities, or a transitional career path, these brokers typically find themselves with only an hour or two each day to devote to client acquisition, education, and prospecting.
While this may limit opportunities for traditional networking — such as joining the local Chamber of Commerce or attending live industry events — it does not limit your ability to build a successful, scalable business.
In fact, Course #5 at the IACFB Academy outlines one of the most strategic paths for these brokers: building an Agency Model based on Sub-Broker Referral Networks.
What Is a Factoring Agency?
A factoring agency is a business model where the primary broker acts more as a managing consultant — creating and supporting a team of referral agents or “sub-brokers.” These sub-brokers can be:
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Friends, colleagues, or past coworkers
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Local business service providers (bookkeepers, notaries, web developers)
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Social media connectors
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Existing affiliate marketers
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Anyone connected to small business decision-makers
Each referral partner is trained to recognize and forward leads, and the managing broker (you) closes and services the accounts — earning override commissions in the process.
Tools to Power-Up Your Agency
To operate efficiently and grow your agency — even with limited time — you need automation, training, and relationship management tools that do the heavy lifting for you. Here are a few that IACFB recommends:
1. Factoring Course #6 and the ANNEX
This powerful toolkit from the IACFB provides:
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Sample sub-broker agreements
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Special training documents for your sub-brokers
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Scripts and elevator pitches for outbound outreach
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Sample “invitation page” templates for recruiting (SA-Series Website Templates)
If you’re going to grow an agency, you need marketing materials to support and empower your sub-brokers. The ANNEX delivers.
2. Direct Mail Tools
Use pre-written campaigns (available in Course #6) to help your sub-brokers:
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Send out mailers in their local communities
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Drive traffic to your Invitation Pages or hosted Zoom presentation
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Generate SQLs (Sales Qualified Leads) for you to close
With templates like 3-panel brochures, mail stuffers, and door hangers, you can easily scale local visibility through your team.
3. CRM System (e.g., Pipedrive)
Even as a part-timer, you need a solid Client Relationship Management system to:
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Organize your sub-broker team
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Track leads they generate
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Nurture prospects over time
Pipedrive now offers a “Lite” subscription for just $14/month, making it perfect for part-timers. As your agency grows, upgrade to more advanced features and automate even more of your sales process. Immediatey consider subscribing to Pipedrive’s “Lead Booster”.
4. Online Training & Onboarding Tools
Offer your sub-brokers a self-paced training experience:
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Direct them to the IACFB Magazine for special training programs (See Course #5 at the Academy)
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Provide your own onboarding videos using tools like Loom or Descript
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Host monthly Zoom Q&As to keep your team active
You don’t need to manage every sub-broker manually. Create a simple recruit-train-reward system and let technology do the rest.
Benefits of the Sub-Broker Strategy
✅ Scalability
You can grow your agency while still working a day job. Each sub-broker expands your reach.
✅ Residual Overrides
Earn commissions not just from your clients, but from the deals your sub-brokers generate.
✅ Flexibility
Focus on supporting your team a few hours per week while they bring in leads from a wide network.
✅ Pre-built Training and Tools
IACFB has already done most of the heavy lifting. Just plug in and go.
Small Team Can Mean Big Results
You don’t need 40 hours a week to build a serious income.
You just need the right model, the right tools, and the right network.
By focusing on the Agency Model, you convert your limited time into leadership — and position yourself as a go-to expert, even while operating part-time.
With sub-brokers, you’re not doing all the work…
You’re creating a team that does the work with you.