For freelance factoring brokers and commercial finance consultants, one truth remains unchanged: this business revolves entirely around your ability to generate quality leads for prospective clients. It’s simple—but not easy. In this business, lead generation is king, and your success depends on developing a marketing plan that’s right for your goals, skill level, and time commitment.
With over 33.3 million small businesses now operating in the U.S. (U.S. SBA, 2025), the demand for alternative finance solutions—especially factoring—is only increasing. And whether you’re a full-time broker or a part-time referrer, having a personalized, consistent marketing plan is what separates hobbyists from professionals.
Let’s break it down.
2025 Small Business Stats You Should Know
Here are some fresh statistics that brokers can use to better understand—and target—their ideal prospects:
- 33.3 million small businesses operate in the U.S. (SBA, 2025)
- 62% of startups begin with under $25,000 in capital and 38% with less than $10,000
- 25% of small businesses were rejected for financing in the past year (Federal Reserve, 2025)
- Only 67% of small businesses have a website (Up slightly, but 1 in 3 is still offline)
- 64% of U.S. consumers research online before making any major purchase decision—including financing
- 82% of business failures still stem from cash flow issues, not poor sales
- The average SBA loan approved in 2024 was $119,000. The average non-SBA small business loan was $684,000 (SBA.gov)
- Factoring remains the #1 most used alternative finance product for B2B working capital
Clearly, the market is wide open—and full of opportunity.
Marketing That Fits You: One Size Does Not Fit All
Every broker is different. Some thrive on in-person networking. Others are digital-first. Some work in this business full-time. Others are part-time from home.
The good news? Both strategies work.
According to ongoing surveys across the factoring and asset-based lending industries, 50% of new clients come from direct marketing (cold calling, direct mail, advertising), and 50% come from relationship-building (referrals, LinkedIn, networking).
This means every broker—regardless of budget or personality—can craft a marketing strategy that fits their strengths.
Direct Marketing Strategies (for Campaign-Driven Brokers)
If you prefer structure, automation, and campaign-style outreach, this is your lane. Great direct marketing includes:
- Phone Marketing – Using cold call scripts to target specific industries
- ✉️ Direct Mail – Postcards, letters, flyers, mail stuffers
- Digital Media – Classified ads, Google Business listings, lead generation landing pages
- Email Campaigns – Drip campaigns to business owners, CPAs, referral partners
Use the tools at IACFB, including:
- “Business in a Box” templates
- Cold call scripts
- Adobe-based postcards, flyers, sales stories
- Sample campaigns you can copy and launch
Best of all, Direct marketing works even if you don’t yet have a large local network.
Networking & Referral Strategies (for Relationship Builders)
Prefer one-on-one conversations? You’re not alone—and not behind. Many brokers get started building referral networks rather than finding clients directly.
Key strategies include:
- LinkedIn: Still the best B2B tool for building connections with bankers, accountants, and business owners
- Facebook: Use local groups and your profile to educate and engage
- X (formerly Twitter): Excellent for content and quick connections, especially with small business communities
- Local Associations: Chambers, BNI, Rotary, Lions, veterans’ clubs, and more
- Hobby Clubs: Car clubs, boating, gardening, fishing—leads are everywhere
- Your Blog: A well-maintained blog on your website builds trust, SEO, and credibility
- Your Website: Essential for legitimacy, content sharing, and lead collection—costs under $20/month with hosting
The Tools That Make It Easier
Whether you lean into networking or direct outreach, every broker needs:
- A professional website (with blog and contact page)
- A CRM system (like Pipedrive or Less Annoying CRM)
- At least one social media platform you consistently post on
- A calendar for content and events (we recommend a dry-erase wall calendar)
- Marketing materials (flyers, brochures, cover letters—available via IACFB)
Marketing Planning: How to Start Strong
If you’re new—or simply trying to get traction—focus your first 30 days on building simple, sustainable habits:
- Launch your website and learn how to post blog articles
- Write one blog post per week
- Connect with 5 new professionals per week on LinkedIn
- Join 1–2 local business associations or clubs
- Mail 10–20 pieces per week using Business-in-a-Box tools
- Document everything in your CRM
No single action builds your business. Consistency does.
Final Word: Plan Your Plan and Work It
Success as a factoring broker isn’t complicated—but it does require clarity and consistency.
- Choose a path (direct marketing, networking, or a mix)
- Start with a 90-day plan
- Use the tools available to you through IACFB
- Track your leads and activity weekly
Remember: You’re not just selling financing. You’re building trust, visibility, and authority.
Start now. Build your network. Share your story. And let IACFB help you grow from part-time opportunity to full-time freedom.
Comments? Join us on the IACFB Factoring Broker Group on LinkedIn.
