In a Shifting Economy, Should You Specialize or Stay Flexible

To specialize, or not to specialize?

• It may not be Shakespeare, but it’s still a critical question for brokers—do you focus on a niche market or remain a generalist?
• Because it’s a perennial question, specialization is a subject we revisit as new data and perspectives emerge from the marketplace.

The case for, based on recent industry data:

• Specialized brokers earn 34% higher fee income per deal and maintain vendor relationships for an average of 6.6 years longer.
• Brokers with deep industry knowledge close 2.2 times more repeat business than those without a focus.
• Brokers serving high-growth sectors like manufacturing, medical, construction, and technology are seeing the strongest returns.

The case against:

• Generalist brokers experience 19% less volatility during downturns, thanks to diversification.
• Speaking of downturns, many of the high-growth industries we just mentioned (particularly construction) are vulnerable to disruption from turbulent economic times.
• Specialty brokers’ advantage in fee income and repeat business have both slipped since last year (down from 34% to 31%, and from 2.6x to 2.2x, respectively).

What this means for brokers: While specialization increases deal size and loyalty, it’s important to have a funding partner that supports multiple industries, both as a safety net and so you can expand as opportunities arise.

• Flexibility is key—having access to diverse lending solutions ensures you never have to walk away from a deal.