Offer more to your commercial clients

STEPHEN JOHNSON, SALES AND MARKETING DIRECTOR, COMMERCIAL FIRST
STEPHEN JOHNSON, SALES AND MARKETING DIRECTOR, COMMERCIAL FIRST

In the current commercial market the adviser firms that are quickest to adapt will be the ones most likely to survive and grow.

The key to a change-based strategy for commercial advisers is to pull back from selling finance products based on property transactions.

nstead, they should build a rounded portfolio of products for commercial clients who need access to additional credit and other financial services.

Firms that have adopted this holistic approach have been able to provide solutions and generate revenue with a more efficient business model. This change of mindset not only helps improve efficiency but also enhances advisers’ ability to say yes.

This results in a higher proportion of satisfied clients and helps build valuable relationships for future business.

Of course, commercial mortgage brokers cannot turn into all-round commercial financial advisers overnight and they must be prepared to do their homework, explore new products and keep up with the financial needs of their client base.

Nobody is pretending that it’s an easy marketplace and success will be proportionate to the energy, imagination and hard work invested by advisers.

We are helping our members offer their clients a broader range of services including access to practitioners who can help them claim capital allowances and offering access to cash advances as an overdraft alternative.