(Hint: There’s gold in the old)

Here’s a thought…

There is a massive business deal to be brokered. It involves millions of dollars. Getting it past the finish line depends wholly on one thing – getting an FSBO-minded owner to side with the co-owner. Could you?

I recently read a book about networking.

It’s called “Dig Your Well Before You’re Thirsty” by Harvey Mackay, and it’s packed with amazing networking tips. For example, here are some insights it shares for EVERYONE to learn and to adapt:

• The most important things a network can do

• How to start a network, and how to wring the most from it

• What you can do if you’re not good at small talk

• How to work on your network, so your network works for you

• Why never to forget the ones you’ve left behind

• Biggest networking mistakes

• Best ways to stay in touch with your network

… And my favorite… Maximum effort, maximum results.

Maximum effort? If you’re backpedaling a bit at the thought of applying more than average effort, rest assured, it’s subjective. One person’s definition of a lot may mean a little to someone else, and vice-versa.

Harvey Mackey’s book certainly reinforces and gives you some new ways to network. It’s also very much in line with a business broker’s journey with a business seller. In fact, there are networking strategies in the book business brokers could get a lot of value from – once they’ve incorporated them into their marketing.

Take the beginning scenario for instance, if this FSBO-minded seller was hell-bent on trying to sell the business without the help of an expert business broker like yourself, you’d have an ace up your sleeve in ready to use to walk that deal over the finish line.  

And what is this secret weapon?

Your previous client. The same client whom you’ve helped sell a business at a value she alone couldn’t possibly arrange… the same client whom you’ve reached out to a handful of times in the months following the sale, and… the same client that referred you to this mammoth-sized deal. Here she is, finally starting to enjoy life a bit more when she’s asked whether a business broker is necessary. She’ll reinforce your credibility better than you could ever have on your own. That’s all you’ll need to get this FSBO off the edge of the proverbial cliff.

And to think, it was all thanks to your instituting an engagement package intended for your previous clients. (Come to think of it, you’re the X factor in this scenario for having the business savvy to realize its potential value.) While there are 5 (done-for-you) components to this client engagement package, a handwritten thank-you card is at its core.  

See for yourself, how this first step of sending out handwritten thank-you cards to your previous clients will set you apart from other business brokers, building your network Harvey Mackey-style, and potentially shifting some additional referrals your way.

Cecil Robertson

P.S. Not up for doing it yourself? If you rather focus your valuable time on what you do best – brokering deals – you can have 20+1 client-engagement packages working for you in the background. So long as you can make this one simple change in how you think about your clients, you can snowball your sales in 184 days – guaranteed… or your money back.

It’s one thing to hear what you ought to do, but to seize a virtually ‘done-for-you’ opportunity, giving you a one-up on other business brokers is quite another.

If you’re serious about having a done-for-you client engagement package, CLICK HERE to contact me for more information on your risk-free deal.