At AFG, we believe genuine, lasting success doesn’t come from quick fixes, it grows from meaningful relationships and practical strategies. Here are a few pointers from business influencer Ruan Burger on how you could turn everyday interactions into steady business opportunities.

Turn your fact find into a goldmine

A fact find isn’t just another form to tick off. It’s more like a treasure map that can point you towards valuable connections, think accountants, financial planners, or HR managers. If you spot a promising contact, ask your client for an introduction email. That friendly handover might boost your credibility and strengthen your client’s trust. One broker who spotted an HR connection ended up hosting a lunch-and-learn session for 70 employees. That’s the power of a well-used fact find.

Invest in long-term lead flow

Building lead flow, rather than just buying leads, may set you up for steady growth. Ruan reminds us that “Reciprocity is the law,” which means it’s not only about receiving referrals, sometimes you can offer them too. Sharing a couple of leads each week with partners, like accountants or financial planners, may nurture relationships that pay off in the long run. Whether it’s introducing partners to new clients or teaming up for community events, a little give-and-take might keep your referral pipeline flowing.

Build strategic partnerships

Strategic alliances can often amplify your impact and may make you indispensable in your clients’ broader financial world. Ruan shared a story of a broker who partnered with a financial planner and added $64 million in loans from just one company in a single year. If you can embed yourself in your partner’s review process, or connect with HR managers for corporate workshops, you might become the first person people think of when they need mortgage help.

Create a sustainable growth plan

Remember, growth that lasts isn’t about overnight wins. It’s about building trust over time. As Ruan puts it, “Whatever we build fast won’t last, and whatever we build slow will grow.” So focus on small, consistent steps, like adding targeted questions to your fact find, choosing two referral partners to work with, or setting up a lunch-and-learn at a local business.

Any information provided above about a particular situation, or an individual experience, is not an indication of future performance and no representation or warranty is made that the information contained above is appropriate for any particular circumstance or indicates that a particular course of action should be followed.